Conditions for successful strategic alliances in the food industry

Claire Louise Adams, Peter D. Goldsmith

Research output: Contribution to journalArticlepeer-review


This paper focuses on strategic fuzzy alliances (SFAs) and the role of trust in business-to-business relationships. First, a theoretical model of governance choice involving strategic alliances is developed, integrating the Shapiro, Sheppard, and Cheraskin (1992) taxonomy of trust into a neoinstitutional framework. Second, this model, based on transaction theory, is then used to generate necessary and sufficient conditions for trust-based agreements. The third component of this paper is an empirical model, which tests the above theory. Finally, managerial implications from the results are discussed.

Original languageEnglish (US)
Pages (from-to)221-248
Number of pages28
JournalInternational Food and Agribusiness Management Review
Issue number2
StatePublished - Jun 1999

ASJC Scopus subject areas

  • Food Science
  • Business and International Management


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