search query: @author Kotabe, M. / total: 27
reference: 6 / 27
Author: | Aulakh, P. Kotabe, M. Sahay, A. |
Title: | Trust and performance in cross-border marketing partnerships: a behavioral approach |
Journal: | Journal of International Business Studies
1996 : VOL. 27:5, p. 1005-1032 |
Index terms: | INTERNATIONAL BUSINESS MARKETING PERFORMANCE MANAGEMENT |
Language: | eng |
Abstract: | Existing research on international partnerships focuses primarily on the ex ante structuring of interorganizational relationships. This study departs from this research by taking a behavioral approach to understand the ex post maintenance of cross-border marketing partnerships. A conceptual model is developed by identifying the antecedents of trust and performance in such partnerships. The model is empirically tested on a sample of U.S. firms having distributor and licensing relationships with firms from Asia, Europe, and Central/South America. |
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