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

Fingerprint

Alliances
Trustworthiness
Organizational culture
Safeguards
Familiarity
Survey data
Ceteris paribus
Strategic alliances
Acceptance
Organizational resources

Keywords

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

ASJC Scopus subject areas

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

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

Sources of alliance partner trustworthiness : Reconciling calculative and relational approaches. / Schilke, Oliver; Cook, Karen S.

Academy of Management 2011 Annual Meeting - West Meets East: Enlightening. Balancing. Transcending, AOM 2011. Academy of Management, 2011.

Research output: Chapter in Book/Report/Conference proceedingConference contribution

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
Schilke O, Cook KS. 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. 2011 https://doi.org/10.5464/AMBPP.2011.13.a
Schilke, Oliver ; Cook, Karen S. / Sources of alliance partner trustworthiness : Reconciling calculative and relational approaches. Academy of Management 2011 Annual Meeting - West Meets East: Enlightening. Balancing. Transcending, AOM 2011. Academy of Management, 2011.
@inproceedings{8b42c1b97f0a4e578b2573e94db7e962,
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.",
keywords = "Interorganizational relationships, Resource-based view of the firm, Trustworthiness",
author = "Oliver Schilke and Cook, {Karen S.}",
year = "2011",
doi = "10.5464/AMBPP.2011.13.a",
language = "English (US)",
booktitle = "Academy of Management 2011 Annual Meeting - West Meets East",
publisher = "Academy of Management",
address = "United States",

}

TY - GEN

T1 - Sources of alliance partner trustworthiness

T2 - Reconciling calculative and relational approaches

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

UR - http://www.scopus.com/inward/record.url?scp=85009399296&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=85009399296&partnerID=8YFLogxK

U2 - 10.5464/AMBPP.2011.13.a

DO - 10.5464/AMBPP.2011.13.a

M3 - Conference contribution

BT - Academy of Management 2011 Annual Meeting - West Meets East

PB - Academy of Management

ER -