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Networking and Developing Collaborative Alliances: The Impact of the Network on Joint Action
Código: WPE – 103
Research has emphasized the importance of the network to relationship management. The aim of this paper is to assess the moderating effect of the business network on the relation between relational behavior and the effects of transaction specific investments on joint actions. We take the perspective of the auto-part supplier engaging in joint action with its auto-manufacturer and draw on transaction cost economics, relational exchange and network perspectives to develop the hypotheses. Our results show the importance of relational behavior and the network in coordinating joint actions. There is a significant moderating effect of the network on the relation between relational behavior and joint action. We found a significant effect of joint action and operational performance. The degrees of relational norms and the network have managerial implications for the coordination of a collaborative relationship.