Although there are studies that have conceptually and empirically studied the impact of corporate reputation on the performance of alliances, none of them have tested the intermediate effects that explain the processes through which this phenomenon occurs. The aim of this paper is to empirically test the role of interorganizational trust as a mediating mechanism through which reputation affects the performance of alliances. To accomplish the empirical test proposed, primary data were collected on 145 strategic alliances in the Brazilian pharmaceutical sector. The resulting data was analysed using the structural equation modelling technique (SEM), based on the partial least squares method (PLS). The conclusion is that part of the impact of the corporate reputation on alliance performance is determined indirectly by its effect on the interorganizational trust. When a partner meets the positive expectations of the other party due to its corporate reputation, it reduces the relational risk perceived and generates trust that the partner will not act opportunistically. This results in the reduction of the alliance transaction cost related to the need for control of the partner, leading to an increase in alliances’ performance. By the other side, we conclude that the direct effect is not clearly explained by the existing theory, leading to the need of future research that investigate this relationship.

尽管有一些研究从概念上和实证上研究了企业声誉对联盟绩效的影响，但没有一项研究测试了解释这种现象发生过程的中间效应。本文的目的是实证检验组织间信任作为一种中介机制的作用，通过这种机制，声誉影响联盟的绩效。为了完成建议的实证检验，收集了巴西制药行业 145 个战略联盟的主要数据。使用基于偏最小二乘法 (PLS) 的结构方程建模技术 (SEM) 分析所得数据。结论是，企业声誉对联盟绩效的部分影响是由其对组织间信任的影响间接决定的。当合作伙伴因其公司声誉而满足对方的积极期望时，它会降低感知到的关系风险并产生合作伙伴不会投机取巧的信任。这导致与控制合作伙伴的需要相关的联盟交易成本的降低，从而导致联盟绩效的提高。另一方面，我们得出结论，现有理论没有清楚地解释直接影响，导致未来需要研究这种关系。它降低了感知到的关系风险，并产生了合作伙伴不会投机取巧的信任。这导致与控制合作伙伴的需要相关的联盟交易成本的降低，从而导致联盟绩效的提高。另一方面，我们得出结论，现有理论没有清楚地解释直接影响，导致需要进一步研究这种关系。它降低了感知到的关系风险，并产生了合作伙伴不会投机取巧的信任。这导致与控制合作伙伴的需要相关的联盟交易成本的降低，从而导致联盟绩效的提高。另一方面，我们得出结论，现有理论没有清楚地解释直接影响，导致需要进一步研究这种关系。