Non-Strategic Transactions

Administered Relationships

Contractual Relationships

Specialty Contract

Relationships

Partnerships Joint Ventures

Alliances

Relationships v. Development Strategies

TransactionalEfficiency

Competitive AdvantageRisk Management

Reliabilityand Value

Transactional Preferred (Partnership) Strategic

Non-Strategic Transactions

Administered Relationships

Contractual Relationships

Specialty Contract

Relationships

Partnerships Joint Ventures

Alliances

Relationships v. Power Use

Legal Legitimate&

Reward

Legal Legitimate Legal Legitimate ExpertReferentReward

Legal ExpertReward

LegalExpert

ReferentReward

Transactional Preferred Strategic

Non-Strategic Transactions

Administered Relationships

Contractual Relationships

Specialty Contract

Relationships

Partnerships Joint Ventures

Alliances

Relationships v. Power Use

Legal Legitimate&

Reward

Legal Legitimate Legal Legitimate ExpertReferentReward

Legal ExpertReward

Commitment?

LegalExpert

ReferentReward

Conflict?

Conflict Resolution?

Cooperation?

Trust?

Performance?

Transactional Preferred Strategic

COP1

6543210

T1

6

5

4

3

2

1

0 Rsq = 0.6832

Regression LineTrust (T1) v. Cooperation (COP1)

Regression LineConflict Resolution (CR1) v. Cooperation (COP1)

COP1

6543210

CR

1

5.5

5.0

4.5

4.0

3.5

3.0

2.5

2.0

1.5 Rsq = 0.3673

Regression LineReward Power (REW1) v. Cooperation (COP1)

COP1

6543210

RE

W1

6

5

4

3

2

1

0 Rsq = 0.4132

Regression LineCommitment (COM1) v. Cooperation (COP1)

COP1

6543210

CO

M1

5.5

5.0

4.5

4.0

3.5

3.0

2.5 Rsq = 0.2091

Regression LinePerformance (P1) v. Cooperation (COP1)

COP1

6543210

P1

6

5

4

3

2

1

0 Rsq = 0.5060

Regression LinePerformance (P1) v. Trust (T1)

T1

6543210

P1

6

5

4

3

2

1

0 Rsq = 0.8250

T1

5.04.03.02.01.0

8

6

4

2

0

Std. Dev = 1.19

Mean = 3.2

N = 14.00

DistributionTrust (T1) Scores