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

Research output: Contribution to journal › Conference article › peer-review

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)
Journal	Academy of Management Annual Meeting Proceedings
DOIs	https://doi.org/10.5464/AMBPP.2011.13.a
State	Published - 2011
Externally published	Yes
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

Keywords

Interorganizational relationships
Resource-based view of the firm
Trustworthiness

ASJC Scopus subject areas

Management Information Systems
Management of Technology and Innovation
Industrial relations

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10.5464/AMBPP.2011.13.a

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title = "Sources of alliance partner trustworthiness: Reconciling calculative and relational approaches",

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.",

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language = "English (US)",

journal = "Academy of Management Annual Meeting Proceedings",

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T1 - Sources of alliance partner trustworthiness

T2 - 71st Annual Meeting of the Academy of Management - West Meets East: Enlightening, Balancing, Transcending, AOM 2011

AU - Schilke, Oliver

AU - Cook, Karen S.

PY - 2011

Y1 - 2011

N2 - 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.

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.

KW - Interorganizational relationships

KW - Resource-based view of the firm

KW - Trustworthiness

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DO - 10.5464/AMBPP.2011.13.a

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SN - 0065-0668

JO - Academy of Management Annual Meeting Proceedings

JF - Academy of Management Annual Meeting Proceedings

Y2 - 12 August 2011 through 16 August 2011

ER -

Sources of alliance partner trustworthiness: Reconciling calculative and relational approaches

Abstract

Keywords

ASJC Scopus subject areas

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