Empirical test of the trust–performance link in an international alliances context

Silva, Susana Costa e; Bradley, Frank; Sousa, Carlos M.P.

doi:10.1016/j.ibusrev.2011.03.006

Cited by 129 publications

(53 citation statements)

References 121 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…Regarding the joint impact, our findings confirm the predicting role of inter‐organizational trust in leveraging alliance performance (Costa e Silva et al ., ) and suggest that trust may override formal control mechanisms in enhancing alliance performance (Liu et al ., ). It is worth noting that our study investigates the effects of formal controls and trust on performance based on a set of international alliances in the maintenance stage (the average age of the alliances included in the sample is 10 years).…”

Section: Discussionmentioning

confidence: 97%

The Moderating Effect of Trust on Formal Control Mechanisms in International Alliances

Balboni

Marchi

Vignola

2017

European Management Review

View full text Add to dashboard Cite

This study aims to shed light on the controversial debate regarding the substitutive or complementary nature of the\ud relationship between inter-organizational trust and formal control as governance mechanisms in affecting\ud international alliance performance. We deepen understanding of the trust–formal control interaction by considering\ud the multidimensional nature of formal control – both output and process control – and examining the role of trust as a\ud moderating variable in the relationship between these two distinct kinds of control and alliance performance. We test\ud the research hypotheses on a sample of 138 international alliances involving Italian firms and foreign partners. First,\ud we find that only output control has a significant positive influence on alliance performance and that trust shows a\ud fully significant positive effect on alliance success. Second, we find that trust moderates the effect of formal control\ud on alliance performance by reducing the relevance of output control and increasing that of process control

show abstract

Section: Discussionmentioning

confidence: 97%

The Moderating Effect of Trust on Formal Control Mechanisms in International Alliances

Balboni

Marchi

Vignola

2017

European Management Review

View full text Add to dashboard Cite

show abstract

“…According to Kumar (1996), partners that trust each other generate more profits, are more adaptable and serve their customers better. Costa de Silva et al (2012) explains that trust prevents both parties from acting opportunistically which in turn improves mutual performance. In the buyer-seller literature, Gulati and Nickerson (2008) report that existing interorganizational trust between firms prior to an exchange lowers cost, reduces conflict and improves performance.…”

Section: Behavioral Attributes Of Relational Exchangesmentioning

confidence: 99%

“…The research attempts to uncover the interplay of relationship capital and exchange climate as well as their joint influence on performance outcomes. In so doing, it makes a significant contribution to the limited research explaining how relationship capital actually affects the performance of inter-firm exchanges(Costa e Silva et al, 2012;Zaheer et al, 1998).Attempts are then made to explain whether, or how, national culture influences the dynamics of relationship capital, exchange climate and performance outcomes. Specifically, the study examines the degree to which the collectivist or individualistic nature of a buyer's nation of operation moderates the impact that relationship capital has on exchange climate and performance satisfaction.…”

mentioning

confidence: 99%

Performance outcomes of behavioral attributes in buyer-supplier relationships

Graça

Barry

Doney

2015

Journal of Business &Amp; Industrial Marketing

View full text Add to dashboard Cite

Purpose – The purpose of this paper is to explain the impact of relationship capital (trust and commitment) and the exchange climate (communication, conflict resolution and cooperation) on performance satisfaction in the context of buyer–supplier relationships. The study also examines the influence of national culture on the proposed relationships. Design/methodology/approach – A conceptual model and accompanying research hypotheses are tested on data from a survey of 169 US and 110 Brazilian buyers. Structural equation modeling (AMOS 18.0) is used to test the hypotheses. Findings – Results suggest that performance satisfaction is highly dependent on the level of relationship capital and climate of information exchange between buyer and supplier. Quality communication and conflict resolution have the greatest impact on performance satisfaction while trust’s influence is both direct and mediated by the exchange climate. Research limitations/implications – The study is limited to a two-country sample in a business-to-business (B2B) context. Also, this study examines only the impact of socio-psychological behaviors on performance outcomes; economic variables are not considered. Practical implications – Results provide insight into what behavioral attributes are most influential in increasing a buyer’s satisfaction with a supplier’s performance in distinct countries. Based on the findings, suppliers can better formulate strategies to enter overseas markets. Originality/value – This study extends the strategic alliance literature on performance-relevant behaviors to the context of buyer–supplier relationships. In addition, the study contributes to the extant literature by including a sample from an emerging market.

show abstract

“…Since the deliberate realization of self-interest at the expense of others is a form of opportunistic behavior (e.g., Jap et al 2013;Williamson 1975), irresponsible behavior is a signal for the opportunistic character of an organization. Existing research shows that opportunistic behavior negatively influences organizational trustworthiness (e.g., Costa e Silva et al 2012;Katsikeas et al 2009). …”

Section: The Link Between Csr Performance and Trustworthinessmentioning

confidence: 99%

Does CSR Matter for Nonprofit Organizations? Testing the Link Between CSR Performance and Trustworthiness in the Nonprofit Versus For-Profit Domain

2014

View full text Add to dashboard Cite

Drawing on attribution theory and expectancy violations theory, this paper examines the relevance of Corporate Social Responsibility (CSR) in the nonprofit domain. For this task, an analysis of the effects of positive and negative CSR performance on perceived trustworthiness was conducted for nonprofit and for for-profit organizations. The findings of a survey-based experiment indicate that in the nonprofit domain, positive CSR performance does not significantly affect trustworthiness, whereas negative CSR performance significantly destroys trustworthiness. Since negative CSR performance is the result of irresponsible behavior, the study's findings suggest that CSR in the nonprofit domain should be centered on ''avoiding bad.'' Résumé S'appuyant sur la théorie de l'attribution et la théorie de la violation des attentes, cet article examine la pertinence de la responsabilité sociale des entreprises (RSE) dans le secteur à but non lucratif. Pour cette tâche, une analyse des effets de la performance RSE positive ou négative concernant la fiabilité perçue a été menée pour des organisations à but lucratif et des organisations sans but lucratif. Les conclusions d'une expérience reposant sur une enquête indiquent que, dans le secteur à but non lucratif, la performance RSE positive n'affecte pas la fiabilité de manière significative tandis que la performance RSE négative anéantit considér-ablement la fiabilité. Une performance RSE négative résultant d'un comportement irresponsable, les conclusions de l'étude suggèrent que la RSE dans le secteur à but non lucratif doit se concentrer à « éviter les mauvais comportements » .Zusammenfassung Basierend auf der Attributionstheorie und der ExpectancyViolations-Theorie untersucht dieser Beitrag die Relevanz von Corporate Social Responsibility (CSR) im gemeinnützigen Sektor. Hierfür wurden die Auswirkungen von positiver und negativer CSR-Leistung auf die wahrgenommene Vertrauenswürdigkeit von gemeinnützigen und gewinnorientierten Organisationen untersucht. Die Ergebnisse einer experimentellen Studie zeigen, dass sich eine positive CSR-Leistung im gemeinnützigen Sektor nicht signifikant auf die Vertrauenswürdigkeit auswirkt, während eine negative CSR-Leistung die Vertrauenswürdigkeit signifikant beschädigt. Da eine negative CSR-Leistung das Resultat von unverantwortlichem Verhalten ist, legen die Studienergebnisse nahe, dass CSR im gemeinnützigen Sektor auf die Vermeidung von unverantwortlichen Verhaltensweisen ausgerichtet werden sollte.Resumen Recurriendo a la teoría de la atribución y a la teoría de la violación de las expectativas, el presente documento examina la relevancia de la Responsabilidad Social Corporativa (RSC/CSR) en el campo de las organizaciones sin ánimo de lucro. Para esta tarea, se realizó un análisis de los efectos del rendimiento en RSC/ CSR sobre la confianza percibida, para las organizaciones con ánimo de lucro y sin ánimo de lucro. Los hallazgos de un experimento basado en una encuesta indican que en el campo de las organizaciones sin ánimo de lucro, el ren...

show abstract

Empirical test of the trust–performance link in an international alliances context

Cited by 129 publications

References 121 publications

The Moderating Effect of Trust on Formal Control Mechanisms in International Alliances

The Moderating Effect of Trust on Formal Control Mechanisms in International Alliances

Performance outcomes of behavioral attributes in buyer-supplier relationships

Does CSR Matter for Nonprofit Organizations? Testing the Link Between CSR Performance and Trustworthiness in the Nonprofit Versus For-Profit Domain

Contact Info

Product

Resources

About