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Article
Publication date: 22 June 2012

Colm Heavey and Eamonn Murphy

The aim of this paper is to provide new insights into cooperation for organisations.

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Abstract

Purpose

The aim of this paper is to provide new insights into cooperation for organisations.

Design/methodology/approach

The paper is based on a literature review of cooperation, risk and trust. The emergent themes from the literature review form the basis for a proposed cooperation framework.

Findings

The power of cooperation for organisational leaders lies in its ability to enhance group effectiveness and increase performance. The emergent elements of trust and risk provide a basis for the proposed cooperation framework. The proposed framework has utility for organisations and their leadership and informs us that trust has the potential to reduce risk and increase cooperation.

Practical implications

This research provides practitioners and business leaders with a greater understanding of how cooperation, risk and trust are interconnected. Also, the researchers contend that the cooperation framework proposed in this paper has the potential to enhance cooperation in organisations.

Originality/value

The paper proposes a new framework that shows how cooperation is connected to risk and trust. The proposed framework has utility in organisations by providing a deeper understanding of the value of trust to organisations and their leaders.

Details

Management Decision, vol. 50 no. 6
Type: Research Article
ISSN: 0025-1747

Keywords

Article
Publication date: 5 February 2018

Jinjie Xue, Shaokai Lu, Benshan Shi and Haiping Zheng

The purpose of this paper is to provide a conceptual model for examining the effects of trust (competence trust, goodwill trust) and cooperation on partner opportunism and for…

1140

Abstract

Purpose

The purpose of this paper is to provide a conceptual model for examining the effects of trust (competence trust, goodwill trust) and cooperation on partner opportunism and for exploring the moderating effects of guanxi on the relationships among trust, cooperation and opportunism in joint ventures.

Design/methodology/approach

The sample for this paper comprises 981 manufacturing joint ventures from various industrial sectors. A total of 354 valid questionnaires were collected, representing a 36 per cent response rate. The conceptual model is tested with structural equation modeling adopting AMOS software.

Findings

The empirical findings indicate that both competence trust and goodwill trust reduce partner opportunism in a joint venture through fostering cooperation. Competence trust also exerts significant influence on preventing opportunism, whereas opportunistic behavior is not greatly affected by goodwill trust. Additionally, the results reveal that guanxi helps strengthen the negative relationship between cooperation and opportunism.

Originality value

This paper makes a threefold contribution: First, it investigates empirically the direct influence of two types of trust on partner opportunism. Second, it tests indirect influence of trust on partner opportunism through the path of cooperation. Third, it explores the moderating effects of guanxi in relationships on trust, cooperation and partner opportunism. Implications offers suggestions for management practice to reduce partner opportunism in joint-venture manufacturing.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 28 September 2021

Xun Zhang, Jun Wu, Ning Zhang and Biao Xu

The purpose of this paper is to examine the impact of inter-group conflicts on the trust toward the acquirer and then further on cooperation intention after acquisitions in…

Abstract

Purpose

The purpose of this paper is to examine the impact of inter-group conflicts on the trust toward the acquirer and then further on cooperation intention after acquisitions in cross-border mergers and acquisitions (M&As), in the lens of the social classification theory. Two types of conflicts (realistic conflicts and symbolic conflicts) and a mediating mechanism (trust toward the acquirer) exhibit different effects on cooperation intention. The research further examines two moderating coping strategies (localizing management and assigning trustworthy expatriate managers) and tests their effectiveness in promoting trust toward the acquirer and increasing cooperation intention in cross-border M&As.

Design/methodology/approach

The research hypotheses were empirically tested in the context of post-acquisition of Chinese companies' cross-border M&As. In total, 600 questionnaires were provided to the research participants of 37 acquired firms/units from advanced economies of 12 Chinese companies, and 209 valid questionnaires were collected (the response rate is 34.83%). Confirmatory factor analysis was conducted to verify data validity and hierarchical multiple regression analyses were employed to test relational and moderating effects.

Findings

This research demonstrates that both realistic and symbolic conflicts can reduce the intention to cooperate, but the latter does not have a significant influence. The results also uncover that whether employees from acquired firms trust in their acquirers mediates the relationship between realistic conflicts and cooperation intention. Moreover, management localization (a measurement of whether local/original managers are retained with a high degree of freedom and autonomy after M&As) and trustworthiness of expatriate managers (a measurement of whether the assigned expatriate managers is trustworthy) positively moderate the relation between realistic conflicts and trust toward the acquirer. In addition, trust toward the acquirer mediates the interaction of realistic conflicts and management localization on the cooperation intention of the acquirers' employees.

Originality/value

This study examines how inter-organizational conflicts influence trust toward the acquirer and then cooperation intentions in the context of Chinese companies' M&A behavior of targets from developed countries and gain supportive evidence, which enriches the literature on the management of international M&As. By introducing two management localization and trustworthiness of expatriate managers into the model, the research deepens our knowledge of how to build trust toward the acquirer in cross-border M&As.

Details

International Journal of Emerging Markets, vol. 18 no. 9
Type: Research Article
ISSN: 1746-8809

Keywords

Article
Publication date: 7 September 2015

Elias Hadjielias and Panikkos Poutziouris

The purpose of this paper is to investigate the conditions underpinning the cooperative relationships between family businesses. The role of trust is also explored, given the…

1232

Abstract

Purpose

The purpose of this paper is to investigate the conditions underpinning the cooperative relationships between family businesses. The role of trust is also explored, given the focus on informal conditions nested within the cooperation between firms.

Design/methodology/approach

A case study research method is adopted in this paper. This research is conducted within a cooperative association in Cyprus where 40 retail family businesses trade under the same brand.

Findings

The findings suggest that cooperation between family businesses emerges and unfolds as a result of the presence and interrelationships between a number of critical conditions: trust, altruism, collective thinking, stewardship, friendship, and family values congruence. The work illustrates that trust becomes a catalyst to the emergence and maintenance of cooperative relations between family businesses. Trust between family leaders is important in building altruism, collective thinking, and stewardship norms amongst them, and helps in sustaining the cooperation between their respective firms. At the same time, trust (stemming from past friendship and values congruence between diverse family leaders) becomes important in bringing family businesses to cooperate together at first instance. Further, the findings stress the role of critical events and self-interest in moderating the role and influence of trust on the cooperation between family businesses.

Originality/value

This paper contributes to the family business field through new knowledge on the relations between family businesses and the unique conditions that shape their long-term cooperation.

Details

International Journal of Entrepreneurial Behavior & Research, vol. 21 no. 6
Type: Research Article
ISSN: 1355-2554

Keywords

Article
Publication date: 26 April 2022

Muhammad Zaheer Hashim, Liu Chao, Chao Wang and Sabir Hussain Awan

The purpose of this paper is to examine the influence of clients' trust, opportunism and adaptation on contractual (non)cooperation with a mediating role of coordination in the…

Abstract

Purpose

The purpose of this paper is to examine the influence of clients' trust, opportunism and adaptation on contractual (non)cooperation with a mediating role of coordination in the construction industry.

Design/methodology/approach

A questionnaire was used to collect data from employees of the Pakistani construction industry. Smart partial least square (SmartPLS) has been used for analyzing the data of 270 respondents from construction projects.

Findings

The results of the SmartPLS indicate that (1) Trust and contract coordination positively while opportunism negatively influence contractor's contractual cooperation. (2) Contract adaptation and contract coordination positively influence the noncontractual cooperation of the contractor. (3) Moreover, contract coordination positively mediates the relationship between trust and noncontractual cooperation, but negatively mediates the relationship between opportunism and contract adaptation and noncontractual cooperation.

Practical implications

The findings of this research suggest several policy implications for administrative authorities, project managers and policymakers. These authorities need to focus on clients' trust, opportunism and adaptation because these factors significantly influence contract coordination and cooperation in the construction industry. Emphasizing these factors will enable project managers to gain economies of scale and mitigate project failure.

Originality/value

To the best of the authors’ search and knowledge, they did not find any study examining the mediating role of coordination between trust, opportunism, adaptation and cooperation in the construction industry. Hence, the present study advances their understanding in the field of project management and construction business.

Details

Journal of Economic and Administrative Sciences, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1026-4116

Keywords

Article
Publication date: 10 April 2007

Ossi Pesämaa and Joseph Franklin Hair

The purpose of this paper is to examine a proposed six‐construct theoretical model of factors influencing successful cooperative relationships and strategy development.

3303

Abstract

Purpose

The purpose of this paper is to examine a proposed six‐construct theoretical model of factors influencing successful cooperative relationships and strategy development.

Design/methodology/approach

A theoretical model of strategy development and cooperative relationships was tested. Qualitative research among key experts identified 15 successful regional tourism networks. Two successful cooperative networks were selected based on annual revenues. A sample of 254 small and medium‐sized members were surveyed from the two networks in Northern Minnesota, USA.

Findings

Strong support was obtained for the proposed model. Hypothesized relationships were tested and the findings were consistent with previous research. Long‐term orientation has a positive effect on friendship, loyalty, trust and commitment. Friendship is related to loyalty and commitment, and loyalty is related to trust. Ultimately, trust and commitment engender successful cooperation. The model can be used as a guide to strategy development at different levels in an organization.

Research limitations/implications

Large firms select between higher and lower order functional strategies. Small and medium‐sized firms sometimes address commitment and cooperative strategies through shared goals and decisions in order pursue higher order strategies. This paper research supports a greater emphasis on establishing relationships using loyalty, trust and commitment to develop successful higher order strategies. However, relationships based on friendship also can be an important consideration in strategy development.

Practical implications

Strategic implications for developing relationships that can be used as a planning component of hierarchical strategies.

Originality/value

The paper maintains that loyalty is more important than friendship in developing successful strategies based on cooperation.

Details

Management Decision, vol. 45 no. 3
Type: Research Article
ISSN: 0025-1747

Keywords

Article
Publication date: 16 November 2020

Adrian Tootell, Elias Kyriazis, Jon Billsberry, Véronique Ambrosini, Sam Garrett-Jones and Gordon Wallace

This study aims to explore the factors undergirding knowledge creation in the university-industry complex inter-organizational arrangement. It builds upon social capital and

1179

Abstract

Purpose

This study aims to explore the factors undergirding knowledge creation in the university-industry complex inter-organizational arrangement. It builds upon social capital and relationship marketing theories.

Design/methodology/approach

This study uses a qualitative research design. In total, 36 innovation champions involved in knowledge creation were interviewed to provide detailed insights into the process. A thematic analysis of the in-depth interviews was conducted.

Findings

The principal finding was that opportunistic behavior was a significant barrier to knowledge creation. In severe cases, the knowledge creation process was destroyed, resulting in lost investment. Principled behavior and investment in affect-based and cognition-based trust, through five critical trust development activities, provided the best path to successful knowledge creation.

Originality/value

This study contributes to the knowledge management literature by providing insights into the enablers and barriers to the formation of cooperation, a crucial antecedent to knowledge creation literature. It also affords practical implications for innovation managers and policymakers on how they can improve knowledge creation by using social capital and relationship marketing theory in complex inter-organizational arrangements.

Details

Journal of Knowledge Management, vol. 25 no. 4
Type: Research Article
ISSN: 1367-3270

Keywords

Book part
Publication date: 15 August 2019

Sandra S. Graça and James M. Barry

This study investigates the antecedents and outcomes of cognitive trust during the expansion phase in buyer–supplier relationships. It takes a global approach and examines…

Abstract

This study investigates the antecedents and outcomes of cognitive trust during the expansion phase in buyer–supplier relationships. It takes a global approach and examines cultural nuances between developed nation and emerging market firms by including participants from the United States, China, and Brazil. The results demonstrate the importance of trust in building social capital and the central role which trust plays in shaping business relationships in all studied cultural contexts. There are similarities and differences across countries. Results support relationship marketing theory by demonstrating the importance of conflict resolution, communication frequency, and social bond in building buyer–supplier relationships in the United States, which in turn increase cooperation between partners. Results also indicate that in China, social bond plays a much greater role in building trust, which in turn increases cooperation only to the extent that it serves as a mechanism to secure committed relationships. In Brazil, results show that conflict resolution is the most important factor in building trust. It also mediates the relationship between communication frequency and trust, as well as drives cooperation positively. Overall, trust is found to influence exchange of confidential communication and increases commitment between partners in all three countries.

Details

New Insights on Trust in Business-to-Business Relationships
Type: Book
ISBN: 978-1-83867-063-4

Keywords

Book part
Publication date: 21 August 2012

José Carlos M.R. Pinho

The purpose of this chapter is to analyze the impact of commitment–trust on both exporter–Intermediary cooperation and performance. It presents the original perspective of looking…

Abstract

The purpose of this chapter is to analyze the impact of commitment–trust on both exporter–Intermediary cooperation and performance. It presents the original perspective of looking at a relational approach to exporter–Intermediary relationships within a specific cultural context. This study offers a quantitative approach based on a sample of Portuguese exporters. Results did not indicate a direct impact of commitment on cooperation though this relation is strongly mediated by trust. Additionally, it was found that trust has a significant and positive impact on cooperation and that cooperation has a significant and positive impact on export performance.

Details

Interdisciplinary Approaches to Product Design, Innovation, & Branding in International Marketing
Type: Book
ISBN: 978-1-78190-016-1

Keywords

Book part
Publication date: 15 November 2018

K-Rine Chong and Murugesh Arunachalam

This study examines the determinants of enforced tax compliance behavior of Malaysian citizens where trust in tax authorities is assumed to be a mediator. Quota sampling method…

Abstract

This study examines the determinants of enforced tax compliance behavior of Malaysian citizens where trust in tax authorities is assumed to be a mediator. Quota sampling method was used to select a sample of 340 participants to participate in a survey. A two-step structural equation modeling (SEM) process was adopted to test a framework comprising 13 hypotheses. Model fit was initially measured using confirmatory factor analysis (CFA) while model specification was applied in the second stage to test the structural relationship. The mediating effects of trust in tax authorities were tested via Baron and Kenny (1986) approach, bootstrapping, and AMOS AxB estimand. The findings confirmed that trust in government, trust in tax administrator, power of Inland Revenue Board of Malaysia, and awareness influence enforced compliance. However, tax morale and tax amoral behaviors do not influence enforced compliance. The findings suggest that citizens would fulfill their tax responsibilities if they believe that tax authorities are effective in tax administration. Trust in government fosters trust in the tax authorities. This study contributes to existing literature by confirming the factors that affect enforced tax compliance.

Details

Advances in Taxation
Type: Book
ISBN: 978-1-78756-416-9

Keywords

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