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| Author: | Marshall, R. S. |
| Title: | Building trust early: the influence of first and second order expectations on trust in international channels of distribution |
| Journal: | International Business Review
2003 : AUG, VOL. 12:4, p. 421-443 |
| Index terms: | Distribution channels Culture Trusts |
| Language: | eng |
| Abstract: | Scenario-based survey data from export managers in the U.S. and Peru are used to explore interactive decision-making in an international distribution channel context. Findings suggest that building trust early is more dependent on matching, rather than exceeding, a partner's expectations. In addition, managers who heavily weigh their beliefs of what others expect of them in decisionmaking, tend to make affect-based decisions in the early stages of an interorganizational relationship. |
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