Regulatory Focus and Opportunism in the Alliance Development Process

Material TypeArticleLanguageEnglish
TitleRegulatory Focus and Opportunism in the Alliance Development Process Author(S)T.K Das (Author)
Abstract  The authors examine the motivational determinants of interfirm alliance behavior through the sociocognitive principle of regulatory focus, with particular reference to the role of opportunism at the formation, operation, and outcome stages of alliance development. Regulatory focus pertains to whether an organization engages with the external world to achieve positive outcomes (promotion focus) or to avoid negative outcomes (prevention focus) ...Paginationp682-708
SubjectManagementDescriptorsManagement
Journal TitleJournal of Management  
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