An organizational learning perspective of the contracting process

Fabrice Lumineau, Marc Fréchet () and Dominique Puthod ()
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Fabrice Lumineau: Purdue University [West Lafayette]
Marc Fréchet: CRM - Centre de Recherche en Management - UT Capitole - Université Toulouse Capitole - UT - Université de Toulouse - IAE - Institut d'Administration des Entreprises - Toulouse - CNRS - Centre National de la Recherche Scientifique
Dominique Puthod: IREGE - Institut de Recherche en Gestion et en Economie - USMB [Université de Savoie] [Université de Chambéry] - Université Savoie Mont Blanc

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Abstract: The contracting process is a crucial step in alliance development and its success. However, the existing literature reveals surprisingly little investigation into how organizational learning relates to the process of contract making. We therefore conducted an in-depth longitudinal study of the alliance contracting process in the animated film industry. First, our findings suggest that during the contracting process, firms can learn about the way to deal with the contracting process, about themselves and their partner, and about the transaction features. Second, the case analysis indicates a combination of experiential, vicarious, and inferential learning mechanisms. Combining these insights into the objects and the mechanisms of learning during the contracting process, we discuss how contracting and learning processes are related and analyze the role of the contracting process in supporting organizational learning. The findings show that the drafting of contractual clauses fosters learning and, in turn, this learning triggers new contractual negotiations. Hence we suggest that the alignment between transaction features and the choice of contractual governance results from learning during the contracting process. We then propose avenues for future research.

Keywords: organizational learning; strategic alliances; longitudinal case study; Contracting process (search for similar items in EconPapers)
Date: 2011
Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-01019320v1
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Citations: View citations in EconPapers (9)

Published in Strategic Organization, 2011, 9 (1), pp.8-32. ⟨10.1177/1476127011399182⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:halshs-01019320

DOI: 10.1177/1476127011399182

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