Sources of alliance partner trustworthiness: Reconciling calculative and relational approaches

Oliver Schilke; Karen S. Cook

doi:10.5464/AMBPP.2011.13.a

Sources of alliance partner trustworthiness: Reconciling calculative and relational approaches

Oliver Schilke, Karen S. Cook

Management and Organizations

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution

Abstract

Despite the widespread acceptance of trustworthiness as an important organizational resource, empirical knowledge of the intricacies of the antecedents to trustworthiness is limited. In this paper, we investigate the relative effects of contractual safeguards and organizational culture on the perceived trustworthiness of alliance partners and examine the moderating roles of familiarity and reputation. Based on dyadic survey data from 167 strategic alliances, the results suggest that, ceteris paribus, the positive effect of contractual safeguards on trustworthiness is stronger than that of organizational culture. While the latter relationship is positively moderated by familiarity, the former is negatively moderated by partner reputation.

Original language	English (US)
Title of host publication	Academy of Management 2011 Annual Meeting - West Meets East
Subtitle of host publication	Enlightening. Balancing. Transcending, AOM 2011
Publisher	Academy of Management
DOIs	https://doi.org/10.5464/AMBPP.2011.13.a
State	Published - 2011
Event	71st Annual Meeting of the Academy of Management - West Meets East: Enlightening, Balancing, Transcending, AOM 2011 - San Antonio, TX, United States Duration: Aug 12 2011 → Aug 16 2011

Other

Other	71st Annual Meeting of the Academy of Management - West Meets East: Enlightening, Balancing, Transcending, AOM 2011
Country/Territory	United States
City	San Antonio, TX
Period	8/12/11 → 8/16/11

Keywords

Interorganizational relationships
Resource-based view of the firm
Trustworthiness

ASJC Scopus subject areas

Management Information Systems
Management of Technology and Innovation
Industrial relations

Access to Document

10.5464/AMBPP.2011.13.a

Cite this

Schilke, O & Cook, KS 2011, Sources of alliance partner trustworthiness: Reconciling calculative and relational approaches. in Academy of Management 2011 Annual Meeting - West Meets East: Enlightening. Balancing. Transcending, AOM 2011. Academy of Management, 71st Annual Meeting of the Academy of Management - West Meets East: Enlightening, Balancing, Transcending, AOM 2011, San Antonio, TX, United States, 8/12/11. https://doi.org/10.5464/AMBPP.2011.13.a

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AB - Despite the widespread acceptance of trustworthiness as an important organizational resource, empirical knowledge of the intricacies of the antecedents to trustworthiness is limited. In this paper, we investigate the relative effects of contractual safeguards and organizational culture on the perceived trustworthiness of alliance partners and examine the moderating roles of familiarity and reputation. Based on dyadic survey data from 167 strategic alliances, the results suggest that, ceteris paribus, the positive effect of contractual safeguards on trustworthiness is stronger than that of organizational culture. While the latter relationship is positively moderated by familiarity, the former is negatively moderated by partner reputation.

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Sources of alliance partner trustworthiness: Reconciling calculative and relational approaches

Abstract

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Keywords

ASJC Scopus subject areas

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