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Trust – A Source of Success in Strategic Alliances?

Author

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  • Christoph Schumacher

Abstract

I empirically test the role of trust in strategic alliances by using survey data from 67 German small and medium-sized enterprises (SMEs). Empirical findings indicate that high trust levels are a good predictor of alliance success. This result is encouraging, as it suggests that well-performing relationships can be differentiated from low performers on the basis of mutual trust. Furthermore, the study shows that the level of safeguards used in an alliance is decreasing in the level of trust and increasing in the gain from opportunistic behavior.

Suggested Citation

  • Christoph Schumacher, 2006. "Trust – A Source of Success in Strategic Alliances?," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 58(3), pages 259-278, July.
    • Handle: RePEc:sbr:abstra:v:58:y:2006:i:3:p:259-278
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    Citations

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    Cited by:

    1. Judit Oláh & Attila Bai & György Karmazin & Péter Balogh & József Popp, 2017. "The Role Played by Trust and Its Effect on the Competiveness of Logistics Service Providers in Hungary," Sustainability, MDPI, vol. 9(12), pages 1-22, December.
    2. Patel, Vijay K. & Pieper, Torsten M. & Hair, Joseph F., 2012. "The global family business: Challenges and drivers for cross-border growth," Business Horizons, Elsevier, vol. 55(3), pages 231-239.
    3. Zochitl Araiza Garza & Nidia Hernandez Castro & Dariela Sanchez Campos, 2012. "Social Capital Factors That Facilitate Cooperation Between Small Enterprises: The Case Of The Metalworking Industry Of The Central Region Of Coahuila State In Mexico, Factores Del Capital Social Que F," Revista Internacional Administracion & Finanzas, The Institute for Business and Finance Research, vol. 5(1), pages 1-15.
    4. Kristína Estélyiová & Vojtěch Koráb, 2011. "Conditions for making strategic alliances: The case of two enterprises from the South Moravian Region," Acta Universitatis Agriculturae et Silviculturae Mendelianae Brunensis, Mendel University Press, vol. 59(4), pages 71-78.

    More about this item

    Keywords

    Alliance; Co-operation Structure; Performance; Small and Medium-sized Enterprise; Trust;
    All these keywords.

    JEL classification:

    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights

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