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Article
Publication date: 21 May 2009

Naoki Ando and Dong Kee Rhee

The primary purpose of this study is to explore the antecedents of interorganizational trust within an international joint venture (IJV) context. In exploring how…

Abstract

The primary purpose of this study is to explore the antecedents of interorganizational trust within an international joint venture (IJV) context. In exploring how interorganizational trust is developed during the course of managing IJVs, we will look at fair action as a key factor in building interorganizational trust. Based on the existing literature, we propose the fair joint decision‐making process, cultural adaptation and the fair distribution of bargaining power as being antecedents of interorganizational trust within the IJV context. After developing hypotheses about the relationships between these three antecedents and interorganizational trust as well as causal relations between the antecedents, an empirical study is conducted using a sample comprised of 109 IJVs located in Korea. The findings show that perceived fairness in the joint decision‐making process and the distribution of bargaining power directly affects trust‐building between IJV participants; and also reveal the indirect effects of cultural adaptation on the development of interorganizational trust.

Details

Journal of Asia Business Studies, vol. 3 no. 2
Type: Research Article
ISSN: 1558-7894

Keywords

Article
Publication date: 31 May 2013

Cong Qi and Patrick Y.K. Chau

Trust, as one of the core components of a relationship, has attracted research attention from many disciplines. From the perspective of IT outsourcing, this paper aims to…

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Abstract

Purpose

Trust, as one of the core components of a relationship, has attracted research attention from many disciplines. From the perspective of IT outsourcing, this paper aims to divide trust into two levels, interpersonal trust and interorganizational trust, and explore the effects of these two levels of trust on knowledge sharing and IT outsourcing success.

Design/methodology/approach

Based on social exchange theory and the theory of organization boundary systems, a theoretical model was developed and tested empirically with the responses to a cross‐sectional survey. Data were collected from key informants of 143 firms that had outsourced at least part of their IT functions.

Findings

The data analysis results showed that interpersonal trust plays a more dominant role than does interorganizational trust in making IT outsourcing successful and the extent of knowledge sharing has a significant mediating effect between interpersonal trust and IT outsourcing success.

Originality/value

From the managerial perspective, findings from this study once again emphasize the importance of relationship management (trust and knowledge sharing) on overall IT outsourcing success. Paying attention to interpersonal trust is an effective way for an organization to build and maintain a successful IT outsourcing relationship with its service provider.

Article
Publication date: 20 June 2008

Jao‐Hong Cheng, Chung‐Hsing Yeh and Chia‐Wen Tu

The paper aims to examine how trust interacts with factors affecting interorganizational knowledge sharing in green supply chains, where cooperation and competition coexist.

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Abstract

Purpose

The paper aims to examine how trust interacts with factors affecting interorganizational knowledge sharing in green supply chains, where cooperation and competition coexist.

Design/methodology/approach

A new research model is developed which comprises nine constructs and 13 research hypotheses, with trust as a mediating construct. The nine constructs are measured by well‐supported measures in the literature. The hypotheses are tested on data collected from 288 major green manufacturing firms in Taiwan, using structural equation modeling.

Findings

The paper finds that trust is the pivot of the factors influencing interorganizational knowledge sharing. The more a factor contributes to trust positively (such as participation and communication) or negatively (such as opportunistic behavior), the more the factor contributes to knowledge sharing correspondingly. The factors with no significant influence on trust (such as shared values and learning capacity) have no or less influence on knowledge sharing.

Research limitations/implications

The empirical study is conducted on green supply chains, with data collected from Taiwan's green manufacturing firms. With the research model developed, cross‐industrial studies on various forms of supply chains can be conducted to investigate whether differences between supply chains exist about the role that trust plays in interorganizational knowledge sharing.

Practical implications

The findings of the paper provide useful insights into how supply chain members should reinforce their collaborative behaviors and activities that would enhance the trust‐based relationships, in order to achieve the competitive advantage of knowledge sharing for the supply chain as a whole.

Originality/value

The new research model developed allows the relationships between trust and other influencing factors on interorganizational knowledge sharing to be explored. The model reflects the coexistence of the cooperation and competition relationships between supply chain members, which is not dealt with in previous studies.

Details

Supply Chain Management: An International Journal, vol. 13 no. 4
Type: Research Article
ISSN: 1359-8546

Keywords

Article
Publication date: 30 December 2020

Weidong Rong, Mark J. Arnold and Brad D. Carlson

Guanxi is the foundation of business success in Chinese and other Eastern cultures, but little is known about the extent to which guanxi influences brand outcomes in…

Abstract

Purpose

Guanxi is the foundation of business success in Chinese and other Eastern cultures, but little is known about the extent to which guanxi influences brand outcomes in channel relationships. The purpose of this study is to propose a novel theoretical framework of interpersonal and interorganizational guanxi relationships in a sales channel context and how these relationships influence brand outcomes.

Design/methodology/approach

The authors conceptualize, develop and validate new scales measuring interpersonal and interorganizational guanxi and test the proposed model with a field study to validate the effects of guanxi on brand loyalty. The causal relationships between interpersonal guanxi and brand attitudes and affect are confirmed in a separate field experiment.

Findings

Findings show that interpersonal guanxi is antecedent to interorganizational guanxi, and these two constructs have significant and differential direct and indirect effects on brand attitudes, brand affect and brand loyalty.

Originality/value

New multidimensional scales measuring both interpersonal and interorganizational guanxi were developed. Both interpersonal and interorganizational guanxi are conceptualized as second-order reflective constructs measured by the reflective first-order guanxi elements of personal and firm trust, personal and firm long-term orientation, xinyong (integrity), reciprocity, interaction and face.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 21 September 2010

Zhizhong Jiang, Stephan C. Henneberg and Peter Naudé

To overcome the limitations of applying trust in interorganizational relationships, this paper aims to investigate the significant role of interorganizational reliance in…

Abstract

Purpose

To overcome the limitations of applying trust in interorganizational relationships, this paper aims to investigate the significant role of interorganizational reliance in business relationships and develop an original scale to measure this new construct.

Design/methodology/approach

A total of 20 in‐depth interviews with buying firms were conducted in the UK construction industry. The contents of the interviews were analyzed with NVivo to examine the rational standards underlying the buyer‐supplier exchange relationship.

Findings

Trust is a relevant but not in itself a sufficient condition for the development and sustaining of buyer‐supplier relationships. The objective rationality requires that business relationships are centred on organizational needs and benefits which necessitate the rational standard of interorganizational reliance. Reliance remains to be central in business relationships despite low or lack of trust.

Research limitations/implications

Focusing on the construction industry, this paper evaluates the current status of trust and develops an understanding of interorganizational reliance in business relationships.

Practical implications

The generic use of the term of trust has obscured the meaning and significance of reliance in business relationships. Marketing researchers should put necessary attention and efforts to explore the distinct features and effects of reliance in exchange relationships between organizations.

Originality/value

The paper empirically examines the deficiencies in trust, and demonstrates the significance of reliance in buyer‐supplier relationships. An original measure for the new construct of reliance is also developed through interviews with key informants.

Details

Marketing Intelligence & Planning, vol. 28 no. 6
Type: Research Article
ISSN: 0263-4503

Keywords

Article
Publication date: 27 April 2012

Debmalya Mukherjee, Robert W. Renn, Ben L. Kedia and Deepraj Mukherjee

A virtual organization (VO) is a set of geographically dispersed and functionally diverse organizational entities interconnected by electronic forms of communication that…

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Abstract

Purpose

A virtual organization (VO) is a set of geographically dispersed and functionally diverse organizational entities interconnected by electronic forms of communication that cooperate with one another for a common valued outcome. The objective of this article is to propose a research framework that illustrates the development of trust between VOs.

Design/methodology/approach

This paper provides an overview of literature on VOs, identifies antecedents of trustworthiness in virtual environment, explores the role of boundary spanners' interpersonal trust, and relates them to inter‐VO trust formation. A research analysis is developed that depicts the proposed relationships.

Findings

The propositions shed light on the overall interorganizational trust building process in VOs. In doing so, the framework also acknowledges the role of individual boundary spanners of a trustor organization in the trust development process.

Originality/value

Systematic scholarly research relating to VOs has been somewhat limited. With the emergence of VOs as important organizational forms, there is an increasing need to comprehend how interorganizational trust is developed and maintained in VOs. This study attempts to fill this gap in the extant literature by exploring how social exchange factors in a virtual context relate to factors of organizational trustworthiness of the trustee organization. In addition, this paper also investigates the key role played by the boundary spanners of both organizations in the trust formation process.

Details

European Business Review, vol. 24 no. 3
Type: Research Article
ISSN: 0955-534X

Keywords

Open Access
Article
Publication date: 11 October 2021

Nassim Ghondaghsaz and Sven Engesser

The main purpose of this paper is the identification of the conceptualization of trust as well as its factors and outcomes in interorganizational relations in mobile…

Abstract

Purpose

The main purpose of this paper is the identification of the conceptualization of trust as well as its factors and outcomes in interorganizational relations in mobile supply chains (MSCs) in which multiple stakeholders collaborate.

Design/methodology/approach

The authors first used a comprehensive literature review to extract related factors and outcomes of trust. Second, the authors conducted semi-structured interviews in chemical and pharmaceutical companies in Germany. These organizations stand out as leaders in the concept of MSCs and have developed collaborations with various stakeholders.

Findings

Based on the results, a conceptual model has been developed that elaborates on the nature of trust and its factors and outcomes for cultivating trustful stakeholder collaboration. The study identifies six factors or approaches for building trust and two outcomes resulting from mutual trust.

Practical implications

The conceptual model presented in this study can serve as a basis for developing trust in MSCs. Interorganizational collaborations in MSCs are more successful when saturated with trust. The collaboration systems must allow the innovative organizations to create value through the adaptation of advanced technologies without failure.

Originality/value

The study adds to the body of knowledge in building trust in multiple stakeholder collaboration, particularly in innovative organizations which are involved with disruptive technologies.

研究目的

由眾多股東共同協作的移動供應鏈内存在著一定的互信。本文主要的目的在闡明這種互信的概念,並確定就組織間之關係而言,帶來互信的因素及因互信而產生的效果。

研究設計/方法/理念

作者們首先透過全面的文獻探討,從中提取帶來互信的相關因素,和因互信而產生的效果。作者們接著在位於德國的化工及製藥公司內進行半結構式訪談。這些組織及公司就移動供應鏈的概念而言,在同業中脫穎而出,成為領導者,並與各股東建立了合作夥伴的關係。

研究結果

作者們根據研究結果、建立了一個概念模型。這模型闡述了互信的性質,互信的因素,以及在股東間培育互信合作關係的效果。研究亦確定了建立互信六個相關因素/方法,和兩個因互信而產生的效果。

研究的原創性/價值

本研究在現時相關的領域上、加深了我們對多個股東共同協作上建立互信的瞭解,特別是涉及破壞式技術的創新型組織。

實務方面的啓示

本研究所展示的概念模型可作為在移動供應鏈內建立互信的基礎和依據。若移動供應鏈內的各個組織間充滿著互信,則相互的協作定必更成功。共同協作的機製必須能為創新型組織透過無誤地改編先進技術去創造價值。

Details

European Journal of Management and Business Economics, vol. 31 no. 3
Type: Research Article
ISSN: 2444-8451

Keywords

Book part
Publication date: 24 August 2011

Breda Kenny and John Fahy

The study this chapter reports focuses on how network theory contributes to the understanding of the internationalization process of SMEs and measures the effect of…

Abstract

The study this chapter reports focuses on how network theory contributes to the understanding of the internationalization process of SMEs and measures the effect of network capability on performance in international trade and has three research objectives.

The first objective of the study relates to providing new insights into the international market development activities through the application of a network perspective. The chapter reviews the international business literature to ascertain the development of thought, the research gaps, and the shortcomings. This review shows that the network perspective is a useful and popular theoretical domain that researchers can use to understand international activities, particularly of small, high technology, resource-constrained firms.

The second research objective is to gain a deeper understanding of network capability. This chapter presents a model for the impact of network capability on international performance by building on the emerging literature on the dynamic capabilities view of the firm. The model conceptualizes network capability in terms of network characteristics, network operation, and network resources. Network characteristics comprise strong and weak ties (operationalized as foreign-market entry modes), relational capability, and the level of trust between partners. Network operation focuses on network initiation, network coordination, and network learning capabilities. Network resources comprise network human-capital resources, synergy-sensitive resources (resource combinations within the network), and information sharing within the network.

The third research objective is to determine the impact of networking capability on the international performance of SMEs. The study analyzes 11 hypotheses through structural equations modeling using LISREL. The hypotheses relate to strong and weak ties, the relative strength of strong ties over weak ties, and each of the eight remaining constructs of networking capability in the study. The research conducts a cross-sectional study by using a sample of SMEs drawn from the telecommunications industry in Ireland.

The study supports the hypothesis that strong ties are more influential on international performance than weak ties. Similarly, network coordination and human-capital resources have a positive and significant association with international performance. Strong ties, weak ties, trust, network initiation, synergy-sensitive resources, relational capability, network learning, and information sharing do not have a significant association with international performance. The results of this study are strong (R2=0.63 for performance as the outcome) and provide a number of interesting insights into the relations between collaboration or networking capability and performance.

This study provides managers and policy makers with an improved understanding of the contingent effects of networks to highlight situations where networks might have limited, zero, or even negative effects on business outcomes. The study cautions against the tendency to interpret networks as universally beneficial to business development and performance outcomes.

Details

Interfirm Networks: Theory, Strategy, and Behavior
Type: Book
ISBN: 978-1-78052-024-7

Keywords

Article
Publication date: 3 October 2008

Dorit Tubin and Miri Levin‐Rozalis

Interorganizational cooperation (IOC) is like harnessing a swan, a crab, and a pike to a single wagon and still expecting it to go. One issue that appears significant…

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Abstract

Purpose

Interorganizational cooperation (IOC) is like harnessing a swan, a crab, and a pike to a single wagon and still expecting it to go. One issue that appears significant under such conditions is building trust and inscribing it into the structure of IOC. The purpose of this study is to explore the relationships between trust and IOC structure.

Design/methodology/approach

Trust‐structure relationships are studied by drawing upon a case study of complex and effective IOC in The Early Childhood Center in Israel.

Findings

The analysis reveals several structural factors that support the building and maintenance of trust: choice of contribution, involvement in decision making, committee configuration, IOC culture, the director's role, and the representatives' high‐ranking positions and professional background.

Research limitations/implications

Three conditions help to inscribe trust into IOC structure: Low risk and minor expectations from the IOC, a leader willing to share information throughout the IOC structure, and high positions and professional representatives.

Originality/value

The study contributes to IOC literature by highlighting the fact that trust between organizations cannot depend on the goodwill of particular people, but must have an organizational structure to enable and support it.

Details

International Journal of Public Sector Management, vol. 21 no. 7
Type: Research Article
ISSN: 0951-3558

Keywords

Book part
Publication date: 16 August 2014

Anne-Maria Holma

This study provides a comprehensive framework of adaptation in triadic business relationship settings in the service sector. The framework is based on the industrial…

Abstract

This study provides a comprehensive framework of adaptation in triadic business relationship settings in the service sector. The framework is based on the industrial network approach (see, e.g., Axelsson & Easton, 1992; Håkansson & Snehota, 1995a). The study describes how adaptations initiate, how they progress, and what the outcomes of these adaptations are. Furthermore, the framework takes into account how adaptations spread in triadic relationship settings. The empirical context is corporate travel management, which is a chain of activities where an industrial enterprise, and its preferred travel agency and service supplier partners combine their resources. The scientific philosophy, on which the knowledge creation is based, is realist ontology. Epistemologically, the study relies on constructionist processes and interpretation. Case studies with in-depth interviews are the main source of data.

Details

Deep Knowledge of B2B Relationships within and Across Borders
Type: Book
ISBN: 978-1-78190-858-7

Keywords

1 – 10 of over 6000