The evolution of governance mechanisms and negotiation strategies in fixed-duration interfirm relationships

Article Abstract:

A framework for describing and analyzing interorganizational processes is developed based on contract theory and negotiation theory and applied on a case study describing cooperation between the Norwegian Road Authorities (NRA) and a private contractor. The data resulting from the study suggest that a cooperative climate characterized by trust and relational norms can develop even in a temporally delimited relationship.

Methods, Business negotiations

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The entrepreneur's business model: Toward a unified perspective

Article Abstract:

Business models can facilitate theory development in entrepreneurship by unifying unit of analysis. A firm's business model is explored and a six-component framework is proposed for characterizing a business model, regardless of venture type.

Business models

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Coercive strategy in interfirm cooperation: mediating roles of interpersonal and interorganizational trust

Article Abstract:

Importance of coercive strategy in interfirm cooperation and role of interorganizational and interpersonal trusts are discussed.

Management dynamics, Hong Kong, Management, Interpersonal communication, Company business management, Mediation

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