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When “trust” becomes more or less salient for alliance performance? Contextual effects of mutual influence, international scope, and coopetition
Journal of General Management Pub Date : 2021-01-01 , DOI: 10.1177/0306307020942461
Senthil Kumar Muthusamy 1 , Parshotam Dass 2
Affiliation  

Extant research on strategic alliances has established that contractual controls do not provide a complete safeguard to avert an alliance failure, and that alliance governance needs to be reinforced with relational norms such as trust. However, there is scant research evidence available on whether interfirm trust can be significant under the trying contexts the alliances typically face like rivalry, power conflicts, and cultural or institutional barriers. Employing a relational exchange perspective, we examined whether the espoused positive effect of interfirm trust on alliance performance is moderated by mutual influence and coopetition between partners, and the international dimension of an alliance. Based on the survey and archival data on 223 strategic alliances, we found that interfirm trust was quite significant to alliance performance and that the link between trust and performance was more salient in alliances with high mutual influence and coopetition, whereas it was less salient and weaker in international alliances.

中文翻译:

当“信任”对联盟绩效变得或多或少重要时?相互影响、国际范围和竞争的背景效应

现有的关于战略联盟的研究表明,合同控制不能为避免联盟失败提供完整的保障,联盟治理需要通过信任等关系规范来加强。然而,关于企业间信任在联盟通常面临的竞争、权力冲突以及文化或制度障碍等艰难环境下是否具有重要意义的研究证据很少。我们采用关系交换的视角,研究了企业间信任对联盟绩效的积极影响是否受到伙伴之间的相互影响和合作以及联盟的国际维度的调节。根据对223个战略联盟的调查和档案数据,
更新日期:2021-01-01
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