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The ex post use of formal contracts in high-tech alliances. A contingency perspective


Author: Jong, G. de · Klein Woolthuis, R.J.A.
Source:Problems and Perspectives in Management, 1, 8, 48-60
Identifier: 480541
Keywords: Management · Contract use · Contract design · Spill-over risks · Trust · Contract clauses · Dedicated assets · Prior ties · Urban Development · Built Environment · Society · SP1 - Strategy & Policy 1 · BSS - Behavioural and Societal Sciences


In this study we investigate key contingencies that determine the active use of a formal contract after the strategic alliance has started. The antecedents for this ex post contract use address the contracting process, the need to safeguard spill-over risks and the existence of trust. The model is tested with unique and comprehensive data that were collected directly from a field study of 391 Dutch business managers. The results provide convincing evidence to support our perspective of contractual governance in durable business relationships that strive for the development of new technological knowledge.