Money Can't Buy Me Trust: Evidence of Exogenous Influences Crowding out Process‐based Trust in Alliances
研究了外部资金支持如何削弱跨国联盟中本地合作伙伴的信任，发现资金越多信任越差，但合作伙伴间的互动和协议可以缓解这种负面影响。
In this study we investigate how external interventions shape process‐based trust development in cross‐border alliances. Specifically, we exploit a unique opportunity to observe the magnitude of external intervention through publicly available amounts of money given by the foreign, developed country partners’ government to support alliances with local, developing country partners. Applying motivation crowding theory to trust processes, we develop theoretical logic explaining how and under what conditions such third‐party financial support negatively affects the local partner's trust. Our assertions were tested using archival and survey data on 105 international strategic alliances. We find that amount of support is detrimental to local partner trust but that the negative relationship can be dampened via interaction between partners and agreement throughout these interactions. This shows a need for partners to think through trust development consequences of external interventions during the setting up of their alliances, in order to be able to act in a manner which promotes trust.