Managing Relational Bond: An Integrative Approach

Peter Hwang
Additional contact information
Peter Hwang: National University of Singapore

The Journal of Business, 2005, vol. 78, issue 2, 557-576

Abstract: Managing voluntary cooperative relationships is growing in strategic importance. While some scholars emphasize the importance of fostering interpersonal ties and establishing a long-term perspective, others focus on managing the pattern of payoff to enhance a relationship. We offer a contingency framework that integrates these two perspectives of relationship building. The central thesis is that the effectiveness of payoff management hinges systematically on the context of a relationship jointly comprising interpersonal and intertemporal dynamics. The framework can be useful in enhancing the decision-making capabilities of managers who either proactively improve cooperation or reactively mitigate unfavorable payoff changes.

Date: 2005
References: Add references at CitEc
Citations: View citations in EconPapers (2)

Downloads: (external link)
http://dx.doi.org/10.1086/427638 main text (application/pdf)
Access to the online full text or PDF requires a subscription.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ucp:jnlbus:v:78:y:2005:i:2:p:557-576

Access Statistics for this article

More articles in The Journal of Business from University of Chicago Press
Bibliographic data for series maintained by Journals Division ().