Building trust early: the influence of first and second order expectations on trust in international channels of distribution
Scenario-based survey data from export managers in the U.S. and Peru are used to explore interactive decision-making in an international distribution channel context. Export managers' first and second order expectations [J. Acad. Market. Sci. 13 (1985) 4] are operationalized in terms of affect- and cognition-based trust mechanisms [Soc. Forces 63 (1985) 967] and are examined in relation to multi-stage interactive decision-making. Findings suggest that building trust early is more dependent on matching, rather than exceeding, a partner's expectations. In addition, managers who heavily weigh their beliefs of what others expect of them in decision-making, tend to make affect-based decisions in the early stages of an interorganizational relationship. Finally, consistent with culture-based theories on in-group/out-group orientation, Peruvian export managers were more likely than US export managers to focus on a more instrumental, or cognitive, approach to building an initial export-import relationship.
If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Volume (Year): 12 (2003)
Issue (Month): 4 (August)
|Contact details of provider:|| Web page: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description|
|Order Information:|| Postal: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/bibliographic|
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Geanakoplos, John & Pearce, David & Stacchetti, Ennio, 1989. "Psychological games and sequential rationality," Games and Economic Behavior, Elsevier, vol. 1(1), pages 60-79, March.
- Jeffrey H Dyer & Wujin Chu, 2000. "The Determinants of Trust in Supplier-Automaker Relationships in the U.S., Japan and Korea," Journal of International Business Studies, Palgrave Macmillan, vol. 31(2), pages 259-285, June.
- Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan, vol. 27(4), pages 1005-1032, December.
- Antonides, Gerrit, 1994. "Mental accounting in a sequential Prisoner's Dilemma game," Journal of Economic Psychology, Elsevier, vol. 15(2), pages 351-374, June.
- Jean L Johnson & Tomoaki Sakano & Naoto Onzo, 1990. "Behavioral Relations in Across-Culture Distribution System: Influence, Control and Conflict in U.S., Japanese Marketing Channels," Journal of International Business Studies, Palgrave Macmillan, vol. 21(4), pages 639-655, December.
- Arvind Parkhe, 1991. "Interfirm Diversity, Organizational Learning, and Longevity in Global Strategic Alliances," Journal of International Business Studies, Palgrave Macmillan, vol. 22(4), pages 579-601, December.
- Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan, vol. 27(5), pages 1005-1032, December.
- Inman, J Jeffrey & Zeelenberg, Marcel, 2002. " Regret in Repeat Purchase versus Switching Decisions: The Attenuating Role of Decision Justifiability," Journal of Consumer Research, Oxford University Press, vol. 29(1), pages 116-28, June.
- Inman, J.J. & Zeelenberg, M., 2002. "Regret in repeat purchase versus switching decisions : The attenuating role of decision justifiability," Other publications TiSEM 44060120-bd30-40e0-a97f-f, Tilburg University, School of Economics and Management.
- Allan G Thompson, 1996. "Compliance with Agreements in Cross-Cultural Transactions: Some Analytical Issues," Journal of International Business Studies, Palgrave Macmillan, vol. 27(2), pages 375-390, June.
When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:12:y:2003:i:4:p:421-443. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Shamier, Wendy)
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.