Relational governance as an interorganizational strategy: An empirical test of the role of trust in economic exchange
提出关系治理作为区别于市场和层级的一种组织间战略形式，基于交易成本经济学和社会交换理论构建模型，通过对329家保险代理机构的调查数据，实证检验了信任等变量对关系治理的影响。
Abstract We develop a model of relational governance as a specific form of interorganizational strategy that is distinct from the traditional modes of markets and hierarchies. We conceptualize this form of strategy in terms of structural and processual dimensions and derive a model of its determinants through arguments drawn from transaction cost economics and the sociological exchange literature. Hierarchical regression modeling is employed to test the theoretical model on data collected from a sample of 329 independent insurance agencies. We include the relational variable of trust and demonstrate that the combined model explains relational governance better than a model with the traditional determinants of governance form alone. Further, we observe that governance structure and process are related and discuss implications of the dynamic link between them. Directions for extensions are developed for strategic management research and practice.