Control-trust interplays and the influence paradox: A comparative study of MNC-subsidiary relationships

Industrial Marketing Management

Volumn 38, Issue 5, 2009, Pages 520-528

  Huemer, Lars ^a   Boström, Gert Olof ^b   Felzensztein, Christian ^c  

^a BI NORWEGIAN BUSINESS SCHOOL   (Norway)

^b UMEÅ UNIVERSITY   (Sweden)

^c UNIVERSIDAD ADOLFO IBÁÑEZ   (Chile)

Author keywords

Control; Influence; MNC subsidiary interactions; Trust

Indexed keywords

EID: 67649574278     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2008.12.019     Document Type: Article

References (44)

1. Abarca N., Majluf N., and Rodriguez D. Identifying management in Chile: A behavioral approach. International Studies of Management and Organization 28 2 (1998) 18-37
2. Braverman H. Labor and monopoly capital: The degradation of work in the twentieth century (1974), Monthly Review Press, New York
3. Child J., and Möllering G. Contextual confidence and active trust development in the Chinese business environment. Organization Science 14 1 (2003) 69-80
4. Das T.K., and Teng B.-S. Between trust and control: Developing confidence in partner cooperation in alliances. Academy of Management Review 23 3 (1998) 491-512
5. Davila A., and Elvira M.E. and human resource management in Latin America. In: Elvira M., and Davila A. (Eds). Managing human resources in Latin America (2005), Routledge, New York, NY 3-24
6. Dubois A., and Gadde L.-E. Systematic combining: An abductive approach to case research. Journal of Business Research 53 (2002) 553-560
7. Eisenhardt K.M. Building theory from case study research. Academy of Management Review 14 4 (1989) 532-541
8. Ford D., and Håkansson H. IMP - some things achieved: Much more to do. European Journal of Marketing 40 3/4 (2006) 248-258
9. Fryxell G.E., Doley R.S., and Vryza M. After the ink dries: The interaction of trust and control in US-based international joint venture. Journal of Management Studies 39 6 (2002) 865-886
10. Ghoshal S., and Bartlett C.A. Linking organizational context and managerial action: The dimension of quality management. Strategic Management Journal 15 (1994) 91-112
11. Gulati R., Nohria N., and Zaheer A. Strategic networks. Strategic Management Journal 21 (2000) 203-215
12. Harrison D. Is a long term relationship an implied contract? Two views of relationship disengagement. Journal of Management Studies 41 1 (2004) 107-125
13. Heide J.B., Wathne K.H., and Rokkan A.I. Interfirm monitoring, social contracts and relationship outcomes. Journal of Marketing XLIV (2007) 425-433
14. Hofstede G. The interaction between national and organizational value systems. Journal of Management Studies 22 4 (1985) 347-357
15. Huemer L. Trust in business relations: Economic logic or social interaction? (1998), Boréa, Umeå
16. Håkansson H., and Ford D. How should companies interact in business networks?. Journal of Business Research 55 2 (2002) 133-139
17. Inkpen A.C., and Currall S.C. The coevolution of trust, control, and learning in joint ventures. Organization Science 15 5 (2004) 586-599
18. Khodyakov D.M. The complexity of trust-control relationships in creative organizations: Insights from a qualitative analysis of a conductorless orchestra. Social Forces 86 1 (2007) 1-22
19. Koljatic M., and Silva M.C. La creación de confianza en las alianzas. In: Austin J., Reficco E., Berger G., Fischer R.M., Gutiérrez R., Koljatic M., Lozano G., and Ogliastri E. (Eds). Alianzas sociales en America Latina (2005) New York NY
20. Krishnan R., Martin X., and Noorderhaven N.G. When does trust matter to alliance performance?. Academy of Management Journal 49 5 (2006) 894-917
21. Lewicki R.J., McAllister D.J., and Bies R.J. Trust and distrust: New relationships and realities. Academy of Management Review 23 3 (1998) 438-458
22. Li J.J., Zhou K.Z., Lam S.S.K., and Tse D.K. Active trust development of local senior managers in international subsidiaries. Journal of Business Research 59 (2006) 73-80
23. Lincoln Y.S., and Guba E.G. Naturalistic inquiry (1985), Sage, Newbury Park, CA
24. Lui S.S., and Ngo H.-Y. The role of trust and contractual safeguards on cooperation in non-equity alliances. Journal of Management 30 4 (2004) 471-485
25. Mayer R.C., Davis J.H., and Schoorman F.D. An integrative model of organizational trust. Academy of Management Review 20 3 (1995) 709-734
26. Möllering G. The trust/control duality: An integrative perspective on positive expectations of others. International Sociology 20 3 (2005) 283-305
27. Ness H., and Haugland S.A. The evolution of governance mechanisms and negotiation strategies in fixed-duration interfirm relationships. Journal of Business Research 58 (2005) 1226-1239
28. Nooteboom B. Trust, opportunism and governance: A process and control model. Organization Studies 17 6 (1996) 985-1010
29. Osland A., and Osland J.S. Human resource management in Central America and Panama. In: Elvira M., and Davila A. (Eds). Managing human resources in Latin America (2005), Routledge, New York, NY 129-148
30. Ouchi W.G. A conceptual framework for the design of organizational control mechanisms. Management Science 25 9 (1979) 833-848
31. Poppo L., and Zenger T. Do formal contracts and relational governance function as substitutes or complements?. Strategic Management Journal 23 8 (2002) 707-726
32. Powell W.W. Trust based forms of governance. In: Kramer R.M., and Tyler T.R. (Eds). Trust in organizations (1996), Sage, London
33. Reve T. The firm as a nexus of internal and external contracts. In: Aoki M., Gustafsson B., and Williamson O.E. (Eds). The firm as a nexus of treaties (1990), Sage, London
34. Rodríguez D., Rios R., de Solminihac E., and Rosene F. Human resource management in Chile. In: Elvira M., and Davila A. (Eds). Managing human resources in Latin America (2005), Routledge, New York, NY 149-164
35. Rousseau D.M., Sitkin S.B., Burt R.S., and Camerer C. Not so different after all: A cross discipline view of trust. Academy of Management Review 23 3 (1998) 393-404
36. Schoorman F.D., Mayer R.C., and Davis J.H. An integrative model of organizational trust: Past present future. Academy of Management Review 32 2 (2007) 344-354
37. Sewell G., and Barker J.R. Coercion and care: Using irony to make sense of organizational surveillance. Academy of Management Review 31 4 (2006) 934-961
38. Stake R.E. Case studies. In: Denzin N.K., and Lincoln Y.S. (Eds). Handbook of qualitative research (2000), Sage, Thousand Oaks 435-454
39. Sydow J., and Windeler A. Knowledge, trust and control. International Studies of Management & Organization 33 2 (2003) 69-99
40. Williamson O.E. The economic institutions of capitalism: Firms, markets, relational contracting (1985), The Free Press, New York
41. Woolthuis R.K., Hillebrand B., and Nooteboom B. Trust, contract and relationship development. Organization Studies 26 6 (2005) 813-840
42. Yilmaz C., and Kabadayi E.T. The role of monitoring in interfirm exchange. Effects on partner unilateral cooperation. Journal of Business Research 59 (2006) 1231-1238
43. Young L. Trust: Looking forward and back. Journal of Business & Industrial Marketing 21 7 (2006) 439-445
44. Zelditch M. Processes of legitimation: Recent developments and new directions. Social Psychology Quarterly 64 1 (2001) 4-17