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Building trust--Evidence from Vietnamese entrepreneurs

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  • Nguyen, Thang V.
  • Rose, Jerman

Abstract

In the context of underdeveloped market institutions, entrepreneurs in a transition economy are forced to rely on trust-based partnerships. In the absence of effective market institutions and sufficient elapsed time, these entrepreneurial firms find a great need to actively and intentionally develop trust with their partners. The current literature, however, has virtually overlooked the possibility of trust being intentionally developed in interfirm relationships. This study develops a model that links trust development strategies, trust, and interfirm collaboration, and reports an empirical test of that model in Vietnam. The results support the general thesis that trust can be intentionally developed to facilitate interfirm relationships.

Suggested Citation

  • Nguyen, Thang V. & Rose, Jerman, 2009. "Building trust--Evidence from Vietnamese entrepreneurs," Journal of Business Venturing, Elsevier, vol. 24(2), pages 165-182, March.
    • Handle: RePEc:eee:jbvent:v:24:y:2009:i:2:p:165-182
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    7. Thang Nguyen & Lan Nguyen & Scott Bryant & Hieu Nguyen, 2020. "What Motivates Scientists in Emerging Economies to Become Entrepreneurs? Evidence from Vietnam," Sustainability, MDPI, vol. 12(3), pages 1-18, February.
    8. Adongo, Raymond & (Sam) Kim, Seongseop & Elliot, Statia, 2019. "“Give and take”: A social exchange perspective on festival stakeholder relations," Annals of Tourism Research, Elsevier, vol. 75(C), pages 42-57.
    9. Daniel McCarthy & Sheila Puffer & Denise Dunlap & Alfred Jaeger, 2012. "A Stakeholder Approach to the Ethicality of BRIC-firm Managers’ Use of Favors," Journal of Business Ethics, Springer, vol. 109(1), pages 27-38, August.
    10. Bart S. Vanneste & Phanish Puranam & Tobias Kretschmer, 2014. "Trust over time in exchange relationships: Meta-analysis and theory," Strategic Management Journal, Wiley Blackwell, vol. 35(12), pages 1891-1902, December.
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