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

Preet S. Aulakh, Masaaki Kotabe, Arvind Sahay

研究成果査読

484 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
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

フィンガープリント

「Trust and performance in cross-border marketing partnerships: A behavioral approach」の研究トピックを掘り下げます。これらがまとまってユニークなフィンガープリントを構成します。

引用スタイル