Friends and Strategic Agents
通过实验设计，研究了联盟谈判者的友谊程度和工作自主权如何影响联盟结构、范围以及信任、满意度和冲突等人际结果，发现友谊影响个人层面而非联盟层面的结果，自主权则与更宏大的联盟范围相关。
Case study and anecdotal evidence suggest that strategic alliances often develop from interpersonal relationships between their founders. Research has generally ignored how these relationships shape individual and organizational outcomes. The authors draw from social network and organizational control research using an experimental design that isolates how the alliance negotiators’ friendship level and job discretion affect the alliance structure and scope and the interpersonal outcomes of trust, satisfaction, and conflict. Results indicate that friendship affects individual-but not alliance-level outcomes. Discretion is associated with more ambitious scope in the alliance agreement. The authors discuss these findings’ relevance for effective alliance management.