Toward a Dynamic Analysis of Trust-Building Process Through the Strategic Alliance Life Cycle: The Role of Dynamic Capabilities

Literature has acknowledged trust as a major factor in the performance of strategic alliances. However, little research has attempted to analyze the process of building trust in parallel to the evolution of a strategic alliance. Using a longitudinal qualitative study of five cases of strategic alliances, we document a new process framework of building trust throughout the alliance life cycle. Our research has many implications. First, we contribute to demonstrate that trust is a dynamic concept. Second, we highlight that the process of building trust evolves through several iterations. We also demonstrate that this process is not linear and occurs in loops throughout the alliance life cycle. Third, we highlight the fact that trust is built through specific dynamic capabilities which refer to ‘sensing;’ ‘aligning’, ‘configuring’, and ‘adapting’. These capabilities emerge during the alliance life cycle, and influence each of the antecedents from one phase to another, allowing for a more dynamic process of building trust among partners in strategic alliances.