Trust and performance in cross-border marketing partnerships: A behavioral approach

Preet S. Aulakh, Masaaki Kotabe, Arvind Sahay

研究成果: Article査読

515 被引用数 (Scopus)

抄録

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. Findings support the importance of bilateral relational norms and informal monitoring mechanism in building interorganizational trust and improving market performance of international partnerships.

本文言語English
ページ(範囲)1005-1032
ページ数28
ジャーナルJournal of International Business Studies
27
5
DOI
出版ステータスPublished - 1996 12月
外部発表はい

ASJC Scopus subject areas

  • ビジネスおよび国際経営
  • ビジネス、管理および会計(全般)
  • 経済学、計量経済学
  • 戦略と経営
  • 技術マネージメントおよび技術革新管理

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