Sources of alliance partner trustworthiness: Reconciling calculative and relational approaches

Oliver Schilke, Karen S. Cook

Research output: Chapter in Book/Report/Conference proceedingConference 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 languageEnglish (US)
Title of host publicationAcademy of Management 2011 Annual Meeting - West Meets East
Subtitle of host publicationEnlightening. Balancing. Transcending, AOM 2011
PublisherAcademy of Management
DOIs
StatePublished - 2011
Externally publishedYes
Event71st Annual Meeting of the Academy of Management - West Meets East: Enlightening, Balancing, Transcending, AOM 2011 - San Antonio, TX, United States
Duration: Aug 12 2011Aug 16 2011

Other

Other71st Annual Meeting of the Academy of Management - West Meets East: Enlightening, Balancing, Transcending, AOM 2011
CountryUnited States
CitySan Antonio, TX
Period8/12/118/16/11

Keywords

  • Interorganizational relationships
  • Resource-based view of the firm
  • Trustworthiness

ASJC Scopus subject areas

  • Management Information Systems
  • Management of Technology and Innovation
  • Industrial relations

Fingerprint Dive into the research topics of 'Sources of alliance partner trustworthiness: Reconciling calculative and relational approaches'. Together they form a unique fingerprint.

  • Cite this

    Schilke, O., & Cook, K. S. (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. https://doi.org/10.5464/AMBPP.2011.13.a