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| Author: | Luo, Y. |
| Title: | Building trust in cross-cultural collaborations: Toward a contingency perspective |
| Journal: | Journal of Management
2002 : VOL. 28:5, p. 669-694 |
| Index terms: | Alliances Strategic management Regression analysis Risk Culture Asia |
| Language: | eng |
| Abstract: | This paper examines the trust-performance link in international strategic alliances (ISA) from a contingency view. Departing from previous research, it is argued that the trust-performance link varies according to its underlying contingency variables such as alliance age, risk commensuration, market uncertainty, resource interdependency, and reciprocal commitment. The analysis of 255 ISAs in a dynamic environment suggests that trust plays a stronger role in improving ISA performance such as sales and profitability when an alliance is younger, risk is more commensurate btw. parties, market is less volatile, interpartner dependency in resources is greater, and commitment to the ongoing partnership from each party is higher. Cultural distance btw. alliance parties does not moderate the trust-performance link but influences the level of trust. |
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