Trust and performance in cross-border marketing partnerships: A behavioral approach
成果类型：
Article
署名作者：
Aulakh, PS; Kotabe, M; Sahay, A
署名单位：
University of Texas System; University of Texas Austin; University of London; London Business School
刊物名称：
JOURNAL OF INTERNATIONAL BUSINESS STUDIES
ISSN/ISSBN：
0047-2506
DOI：
10.1057/palgrave.jibs.8490161
发表日期：
1996
页码：
1005-1032
关键词：
摘要：
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 mechanisms in building interorganizational trust and improving market performance of international partnerships.
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