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

Huemer, Lars; Boström, Gert‐Olof; Felzensztein, Christian

doi:10.1016/j.indmarman.2008.12.019

Cited by 33 publications

(25 citation statements)

References 39 publications

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“…Similarly, the relationship between trust and control needs to be more thoroughly examined. For example, Huemer et al (2009) recently suggested that trust may substitute for or complement control and vice versa under certain conditions. In addition, other constructs that may be added include cooperation because it has been shown to have a significant association with the quality of relationships (Mohr and Spekman, 1994;Morgan and Hunt, 1994;Payan and Svensson, 2007) based the type of industry (Felzensztein and Gimmon, 2008) or based on the culture/subculture (Felzensztein and Gimmon, 2007).…”

Section: Conclusion and Limitationsmentioning

confidence: 99%

Antecedents and postcedents of satisfaction in business relationships in Canada

Hutchinson

Singh

Svensson³

et al. 2011

IJLEG

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This paper reports the findings of an investigation of whether trust and commitment influence satisfaction, and whether satisfaction then influences specific investments, opportunism, and formalisation. Using data collected in a survey of Canadian managers and executives, a model derived from marketing theory and previous empirical research was tested. The model includes both relationship marketing concepts and transaction cost theory concepts, an approach rarely encountered in existing studies. Satisfaction in an exchange relationship is formed by keeping promises in an iterative process, and serves as a safeguard against possible future risks (e.g., opportunism). Finally, we discuss the limitations of the study.

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Section: Conclusion and Limitationsmentioning

confidence: 99%

Antecedents and postcedents of satisfaction in business relationships in Canada

Hutchinson

Singh

Svensson³

et al. 2011

IJLEG

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“…Blau, 1964;Rempel, Holmes, & Zanna, 1985;Zand, 1972); different forms (Barber, 1983;Bowlby, 1982;McAllister, 1995;Shapiro, 1987;Thomas & Skinner, 2010;Wicks, Berman, & Jones, 1999;Zucker, 1986); uses as a control mechanism (e.g. Argyris, 1952;Chiles & McMackin, 1996;Huemer, Bostrom, & Felzensztein, 2009;Oliver, 1990;Yang, Zhou, & Jiang, 2011); consequences such as cooperation (Axelrod, 1984;Mayer, Davis, & Schoorman, 1995;McAllister, 1995), confidence (Dasgupta, 1998;Das & Teng, 1998), competitive advantage (Barney & Hansen, 1994); antecedents such as culture (Cox, 1991;Doney, Cannon, & Mullen, 1998;Lohtia, Bello, & Porter, 2009;Nametz & Christensen, 1996), trusting dispositions (McKnight, Cummings, & Chervany, 1998;Rotter, 1967), satisfaction (e.g. Greenberg, 1997;Leonidou, Talias, & Leonidou, 2008;Lewicki, 1983); and the violation and abuse of trust (e.g.…”

Section: Introductionmentioning

confidence: 99%

Temporal dynamics of trust in ongoing inter-organizational relationships

Ekici¹

2013

Industrial Marketing Management

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This paper reports the results of a qualitative study undertaken to understand the nature of trust and its consequences for both suppliers and buyers in short term (relatively new) and long term (older/more mature) relationships in inter-organizational contexts. Scholars have recently pointed out the importance of research that investigates the temporal characteristics and dynamics of trust in inter-organizational studies. Our paper responds to this call by indentifying the changing nature of the level of trust as the buyer-supplier relationship matures. Our findings contribute to sparse and conflicting previous research on the relationship between length of partnership and perceptions of trust, types of dark side consequences of trusting relationships, and reasons buyers and suppliers continue or terminate low/no-trust associations. Specifically, we illustrate that buyers and suppliers draw on substantially different metaphors for understanding the nature of trust in long and short term exchange relationships. Suppliers see marked differences in trust with long term versus short term exchange partners, while buyers see little or no difference. Suppliers and buyers also appear to have different conceptions of how trust is nested (or not) within the broader economic and/or personal relationship. Through our inductive model, we elaborate several types of betrayal and disappointment, distinguish several factors that lead suppliers and buyers to stay in relationships with partners they don't trust, and identify key issues that topple untrusting relationships into terminated relationships.

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“…However many studies highlight how controls which restrain the freedom of others may be compatible with trust. Control activities explained by environmental risks rather than relational risks can seemingly restrain the other's freedom of action without a negative impact on trust (Hagedoorn and Duysters, 2002;Huemer et al, 2009). In particular, both formal forms of behaviour control, output control or socialization processes can be regarded as sources of information used to support the initiatives taken, with the aim of taking advantage of business opportunities, even with partner auxiliaries, rather than being used to contrast strategic initiatives abroad (it is even considered to represent an attack/as being offensive).…”

Section: Theoretical Background and The Development Of The Hypothesesmentioning

confidence: 99%

Research Activities in Internationalized Medium Sized Firms: A Productive Centricity

Marcone¹

2015

JIBE

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This study focuses on Internationalised Medium-Sized Firms (IMSFs) that belong to the sectors of mechanics and electronics, and operate in dynamic international business markets. This work aims to investigate how international competitive strategies are based and maybe in some cases actually heavily dependent on the capacity to form and enhance skills in design, engineering and production activities, and on the propensity to invest more resources in R&D activities as well as in activities that are more strictly speaking production based (manufacturing). This study highlights different approaches to innovation processes in the same or in different plants of the IMSFs analysed. Our research approach is inductive and deductive, which means our aim is directed towards theory building through the original use of existing theory from both international managerial literature and empirical analysis. Overall, this study provides a unique contribution in terms of both theoretical development and managerial implications by investigating the two activities (operations and R&D activities) with the aspects of global development.

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

Cited by 33 publications

References 39 publications

Antecedents and postcedents of satisfaction in business relationships in Canada

Antecedents and postcedents of satisfaction in business relationships in Canada

Temporal dynamics of trust in ongoing inter-organizational relationships

Research Activities in Internationalized Medium Sized Firms: A Productive Centricity

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