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

Journal of International Business Studies

Volumn 27, Issue 5, 1996, Pages 1005-1032

  Aulakh, Preet S ^a   Kotabe, Masaaki ^b   Sahay, Arvind ^c  

^a MICHIGAN STATE UNIVERSITY   (United States)

^b UNIVERSITY OF TEXAS AT AUSTIN   (United States)

^c LONDON BUSINESS SCHOOL   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0030366865     PISSN: 00472506     EISSN: 14786990     Source Type: Journal    
DOI: 10.1057/palgrave.jibs.8490161     Document Type: Article

References (56)

1. Achrol, Ravi S., Torger Reve & Louis W. Stern. 1983. The environment of marketing channel dyads: A framework for comparative analysis. Journal of Marketing, 47(Fall): 55-67.
2. Alter, Catherine & Jerald Hage. 1993. Organizations working together. Newbury Park, Calif.: Sage.
3. Anderson, James C. & David W. Gerbing. 1988. Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin, 103(3): 411-23.
4. Anderson, James C., Hâkan Hâkansson & Jan Johanson 1994. Dyadic business relationships within a business network context. Journal of Marketing, 58(October): 1-15.
5. Anderson, James C. & James A. Narus. 1990. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54(January): 42-58.
6. Astley, W. Graham. 1984. Toward an appreciation of collective strategy. Academy of Management Review, 9(3): 526-87.
7. Axelrod, Robert. 1984. The evolution of cooperation. New York: Basic Books.
8. Axelsson, Björn & Geoffrey Easton, editors. 1991. Industrial networks: A new view of reality. London, U.K.: Routledge.
9. Beamish, Paul W. 1988. Multinational joint ventures in developing countries. London: Routledge.
10. Blankenburg, Desirée. 1995. A network approach to foreign market entry. In K. Möller & D. Wilson, editors, Business marketing: An interaction and network perspective, 375-405. Boston, Mass.: Kluwer.
11. Blau, Peter M. 1964. Exchange and power in social life. New York: John Wiley.
12. Bollen, Kenneth A. 1989. Structural equations with latent variables. New York: John Wiley.
13. Buckley, Peter J. & Mark J. Casson. 1988. A theory of cooperation in international business. In F.J. Contractor & P. Lorange, editors, Cooperative strategies in international business, 31-53. Lexington, Mass.: Lexington Books.
14. Carlton, Dennis W. 1986. The rigidity of prices. American Economic Review, 76(4), 637-58.
15. Contractor, Farok J. & Peter Lorange, editors. 1988. Cooperative strategies in international business. Lexington, Mass.: Lexington Books.
16. Cook, Karen S. & Richard M. Emerson. 1978. Power, equity, and commitment in exchange networks. American Sociological Review, 43(October): 721-38.
17. Cunningham, Malcolm T. & Eric Homse. 1986. Controlling the marketing-purchasing interface: Resource development and organisational implications. Industrial Marketing and Purchasing, 1(2): 3-27.
18. Dwyer, F. Robert, Paul H. Schurr & Sejo Oh. 1987. Developing buyer-seller relationships. Journal of Marketing, 51 (April): 11-27.
19. Emerson, Richard M. 1972. Exchange theory, part I: Exchange relations and network structures. In M. Zelditch & B. Anderson, editors, Sociological theories in progress, 2. Boston: Houghton Mifflin.
20. Emerson, Richard M. 1981. Social exchange theory. In M. Rosenberg & R. Turner, editors, Social psychology: Sociological perspectives. New York: Basic Books.
21. Fiol, C. Marlene & Marjorie A. Lyles. 1985. Organizational learning. Academy of Management Review, 10: 803-13.
22. Ford, David, editor. 1990. Understanding business markets: Interaction, relationships and networks. San Diego, Calif.: Academic Press.
23. Forsgren, Mats & Ulf Olsson. 1992. Power balancing in an international business network. In M. Forsgren & J. Johanson, editors, Managing networks in international business. Philadephia, Penn.: Gordon and Breach.
24. Forsgren, Mats, Ulf Holm & Peter Thilenius. 1996. Network infusion in the multinational corporation. In I. Björkman & M. Forsgren, editors, The nature of the international firm: Nordic contributions to international business research. Copenhagen, Denmark: Copenhagen Business School.
25. Frazier, Gary L., Robert E. Spekman & Charles R. O'Neal. 1988. Just-in-time exchange relationships in industrial markets. Journal of Marketing, 52(October): 52-67.
26. Granovetter, Mark. 1985. Economic action and social structure: The problem of embeddedness. American Journal of Sociology, 91 (November): 481-510.
27. Gundlach, Gregory T., Ravi S. Achrol & John T. Mentzer. 1995. The structure of commitment in exchange. Journal of Marketing, 59 (January): 78-92.
28. Gupta, Parveen P., Mark W. Dirsmith & Timothy J. Fogarty. 1994. Coordination and control in a government agency: Contingency and institutional theory perspectives on GAO audits. Administrative Science Quarterly, 39(June): 264-84.
29. Hàkansson, Hàkan, editor. 1982. International marketing and purchasing of industrial goods: An interaction approach. London: John Wiley.
30. Hàkansson, Hàkan & Ivan Snehota. 1995. Developing relationships in business networks. London: Routledge.
31. Hallén, Lars, Jan Johanson & Nazeem Seyed-Mohamed. 1991. Interfirm adaptation in business relationships. Journal of Marketing, 55(April): 29-37.
32. Hayduk, Leslie A. 1987. Structural equation modeling with LISREL. Baltimore, Md.: Johns Hopkins University Press.
33. Hill, Charles W.L. 1990. Cooperation, opportunism, and the invisible hand: Implications for transaction cost theory. Academy of Management Review, 15(3): 500-13.
34. Homans, George C. 1958. Social behavior as exchange. American Journal of Sociology, 63(May): 597-06.
35. Iacobucci, Dawn & Nigel Hopkins. 1992. Modeling dyadic interactions and networks in marketing. Journal of Marketing Research, 29(February): 5-17.
36. Johanson, Jan & Lars-Gunnar Mattsson. 1988. Internationalization in industrial systems: A network approach. In N. Hood & J.E. Vahlne, editors, Strategies in global competition, 287-314. New York: Croom Helm.
37. Johnson, H. Thomas. 1992. Relevance regained: From top-down control to bottom-up empowerment. New York: Free Press.
38. Jöreskog, Karl G. & Dag Sörbom. 1993. LISREL 8: Structural equation modeling with the SIMPLIS command language. Hillsdale, N.J.: Lawrence Erlbaum.
39. Kalwany, Manohar U. & Narakesari Narayandas. 1995. Long-term manufacturer-supplier relationships: Do they pay off for supplier firms? Journal of Marketing, 59 (January): 1-16.
40. Kelley, Harold H. & John W. Thibaut. 1978. Interpersonal relations. A theory of interdependence. New York: John Wiley.
41. Kogut, Bruce, Weijian Shan & Gordon Walker. 1992. The make-or-buy decision in the context of an industry network. In N. Nohria & R.G. Eccles, editors, Networks and organizations, 348-66. Boston, Mass.: Harvard Business School Press.
42. Larson, Andrea. 1992. Network dyads in entrepreneurial settings: A study of the governance of exchang relationships. Administrative Science Quarterly, 37: 76-104.
43. Lee, Choi & Paul W. Beamish. 1995. The characteristics and performance of Korean joint ventures in LDCs. Journal of International Business Studies, 26(3): 637-54.
44. Lee, Jong W. 1991. Swedish firms entering the Korean market - Position development in distant industrial Networks. Uppsala, Sweden: Department of Business Studies.
45. Levinthal, Daniel A. & Mark Fichman. 1988. Dynamics of interorganizational attachments: Auditor-client relationships. Administrative Science Quarterly, 33: 345-69.
46. Lundvall, Bengt-Ake. 1985. Product innovation and user-producer interaction. Aalborg, Denmark: Aalborg University Press.
47. Madhok, Anoop. 1995. Opportunism and trust in joint venture relationships: An exploratory study and a model. Scandinavian Journal of Management, 11: 57-74.
48. Morgan, Robert M. & Shelby D. Hunt. 1994. The commitment-trust theory of relationship marketing. Journal of Marketing, 58 (July): 20-38
49. Powell, Walter W. 1990. Neither market nor hierarchy: Network forms of organization. In L.L. Cummings & B. Staw, editors, Research in organizational behavior, 295-336. Greenwich, Conn.: JAI Press.
50. Ring, Peter S. & Andrew Van de Ven. 1992. Structuring cooperative relationships between organizations. Strategic Management Journal, 13: 483-98.
51. Thibaut, John W. & Harold H. Kelley. 1959. The social psychology of groups. New York: John Wiley.
52. Thorelli, Hans B. 1986. Networks: Between markets and hierarchies. Strategic Management Journal, 7(January-February): 37-51.
53. Toyne, Brian. 1989. International exchange: A foundation for theory building in international business. Journal of International Business Studies, 20(Spring): 1-17.
54. Turnbull, Peter & Jean P. Valla, editors. 1986. Strategies for international industrial marketing. London: Croom Helm.
55. Wilier, David & Bo Anderson, editors. 1981. Networks, exchange and coercion. New York: Elsevier.
56. Zajac, Edward J. & Cyrus P. Olsen. 1993. From transaction cost to transaction value analysis: Implications for the study of interorganizational strategies. Journal of Management Studies, 30(January): 131-45.