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Negotiation style choice and performance in non-equity business partnerships: An empirical assessment

Title
Negotiation style choice and performance in non-equity business partnerships: An empirical assessment
Funding
ARC | Linkage Projects
Contract (GA) number
LP0349385
Start Date
2003/01/01
End Date
2006/12/31
Open Access mandate
no
Organizations
-
More information
http://purl.org/au-research/grants/arc/LP0349385

 

  • Cooperation and compliance in non-equity alliances

    This study clarifies cooperation and compliance in non-equity alliances. Partial least squares structural equation modeling findings show how social interaction and risk-based reasoning are both facets of interorganizational decision making. In line with the notion that behaviors follow intentions, partners’ risk-taking tendencies (i.e., intentions to cooperate) and compliance tendencies both explain the effort that partners devote to an alliance.
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