Building Trust in Cross-Cultural Collaborations: Toward a Contingency Perspective
研究国际战略联盟中信任与绩效的关系，发现联盟年龄、风险匹配、市场不确定性、资源相互依赖和互惠承诺等权变因素会影响信任对销售和盈利能力的提升作用。
This study examines the trust-performance link in international strategic alliances (ISAs) from a contingency view. Departing from previous research, we argue that the trust-performance link varies according to its underlying contingency variables such as alliance age, risk commensuration, market uncertainty, resource interdependency, and reciprocal commitment. Our analysis of 255 ISAs in a dynamic environment (the People’s Republic of China) suggests that trust plays a stronger role in improving ISA performance such as sales and profitability when an alliance is younger, risk is more commensurate between parties, market is less volatile, interpartner dependency in resources is greater, and commitment to the ongoing partnership from each party is higher. Cultural distance between alliance parties does not moderate the trust-performance link but influences the level of trust.