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Coercive strategy in interfirm cooperation: Mediating roles of interpersonal and interorganizational trust

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  • Lui, Steven S.
  • Ngo, Hang-yue
  • Hon, Alice H.Y.

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  • Lui, Steven S. & Ngo, Hang-yue & Hon, Alice H.Y., 2006. "Coercive strategy in interfirm cooperation: Mediating roles of interpersonal and interorganizational trust," Journal of Business Research, Elsevier, vol. 59(4), pages 466-474, April.
  • Handle: RePEc:eee:jbrese:v:59:y:2006:i:4:p:466-474
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    1. Perry, Monica L. & Sengupta, Sanjit & Krapfel, Robert, 2004. "Effectiveness of horizontal strategic alliances in technologically uncertain environments: are trust and commitment enough?," Journal of Business Research, Elsevier, vol. 57(9), pages 951-956, September.
    2. Ariño, Africa & de la Torre, Jose & Ring, Peter S., 2001. "Relational quality: Managing trust in corporate alliances," IESE Research Papers D/434, IESE Business School.
    3. Parkhe, Arvind, 1998. "Building trust in international alliances," Journal of World Business, Elsevier, vol. 33(4), pages 417-437, January.
    4. Keith J. Blois, 1999. "Trust in Business to Business Relationships: An Evaluation of its Status," Journal of Management Studies, Wiley Blackwell, vol. 36(2), pages 197-215, March.
    5. Steven S. Lui & Hang-yue Ngo, 2005. "An Action Pattern Model of Inter-firm Cooperation," Journal of Management Studies, Wiley Blackwell, vol. 42(6), pages 1123-1153, September.
    6. Boersma, Margreet F. & Buckley, Peter J. & Ghauri, Pervez N., 2003. "Trust in international joint venture relationships," Journal of Business Research, Elsevier, vol. 56(12), pages 1031-1042, December.
    7. Sako, Mari & Helper, Susan, 1998. "Determinants of trust in supplier relations: Evidence from the automotive industry in Japan and the United States," Journal of Economic Behavior & Organization, Elsevier, vol. 34(3), pages 387-417, March.
    8. Inkpen, Andrew C. & Currall, Steven C., 1998. "The nature, antecedents, and consequences of joint venture trust," Journal of International Management, Elsevier, vol. 4(1), pages 1-20, July.
    9. Miyamoto, Tadayuki & Rexha, Nexhmi, 2004. "Determinants of three facets of customer trust: A marketing model of Japanese buyer-supplier relationship," Journal of Business Research, Elsevier, vol. 57(3), pages 312-319, March.
    10. Sarkar, Mb & Aulakh, Preet S. & Cavusgil, S. Tamer, 1998. "The strategic role of relational bonding in interorganizational collaborations: An empirical study of the global construction industry," Journal of International Management, Elsevier, vol. 4(2), pages 85-107, October.
    11. Steven C Currall & Andrew C Inkpen, 2002. "A Multilevel Approach to Trust in Joint Ventures," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 33(3), pages 479-495, September.
    12. Zeng, Ming, 2003. "Managing the cooperative dilemma of joint ventures: the role of structural factors," Journal of International Management, Elsevier, vol. 9(2), pages 95-113.
    13. Xiaohua Lin & Richard Germain, 1998. "Sustaining Satisfactory Joint Venture Relationships: The Role of Conflict Resolution Strategy," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(1), pages 179-196, March.
    14. Johnson, Devon & Grayson, Kent, 2005. "Cognitive and affective trust in service relationships," Journal of Business Research, Elsevier, vol. 58(4), pages 500-507, April.
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    Cited by:

    1. Wang, Chao-Hung & Hsu, Li-Chang, 2014. "Building exploration and exploitation in the high-tech industry: The role of relationship learning," Technological Forecasting and Social Change, Elsevier, vol. 81(C), pages 331-340.
    2. Griessmair, Michele & Hussain, Dildar & Windsperger, Josef, 2014. "Trust and the tendency towards multi-unit franchising: A relational governance view," Journal of Business Research, Elsevier, vol. 67(11), pages 2337-2345.
    3. repec:eee:beexfi:v:7:y:2015:i:c:p:33-41 is not listed on IDEAS
    4. Homburg, Christian & Kuehnl, Christina, 2014. "Is the more always better? A comparative study of internal and external integration practices in new product and new service development," Journal of Business Research, Elsevier, vol. 67(7), pages 1360-1367.
    5. Kiridaran Kanagaretnam & Stuart Mestelman & S. M. Khalid Nainar & Mohamed Shehata, 2012. "Trust and Reciprocity, Empowerment and Transparency," Department of Economics Working Papers 2012-12, McMaster University.
    6. Bstieler, Ludwig & Hemmert, Martin & Barczak, Gloria, 2017. "The changing bases of mutual trust formation in inter-organizational relationships: A dyadic study of university-industry research collaborations," Journal of Business Research, Elsevier, vol. 74(C), pages 47-54.
    7. Gomaa, Mohamed & Kanagaretnam, Kiridaran & Mestelman, Stuart & Shehata, Mohamed, 2015. "Exercising empowerment in an investment environment," Journal of Behavioral and Experimental Finance, Elsevier, vol. 7(C), pages 33-41.
    8. Matthias Meier & Martina Lütkewitte & Thomas Mellewigt & Carolin Decker, 2016. "How managers can build trust in strategic alliances: a meta-analysis on the central trust-building mechanisms," Journal of Business Economics, Springer, vol. 86(3), pages 229-257, April.
    9. Wu, Chih-Wen, 2015. "Antecedents of franchise strategy and performance," Journal of Business Research, Elsevier, vol. 68(7), pages 1581-1588.
    10. Lui, Steven S. & Wong, Yin-yee & Liu, Weiping, 2009. "Asset specificity roles in interfirm cooperation: Reducing opportunistic behavior or increasing cooperative behavior?," Journal of Business Research, Elsevier, vol. 62(11), pages 1214-1219, November.
    11. Liu, Yi & Li, Yuan & Zhang, Leinan, 2010. "Control mechanisms across a buyer-supplier relationship quality matrix," Journal of Business Research, Elsevier, vol. 63(1), pages 3-12, January.

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