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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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    References listed on IDEAS

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    Cited by:

    1. 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.
    2. repec:eee:jobuve:v:7:y:2017:i:c:p:15-20 is not listed on IDEAS
    3. Engel, Yuval & Kaandorp, Mariëtte & Elfring, Tom, 2017. "Toward a dynamic process model of entrepreneurial networking under uncertainty," Journal of Business Venturing, Elsevier, vol. 32(1), pages 35-51.
    4. repec:eee:anture:v:75:y:2019:i:c:p:42-57 is not listed on IDEAS
    5. repec:gam:jsusta:v:10:y:2018:i:10:p:3380-:d:171280 is not listed on IDEAS
    6. 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.
    7. Hao-Chieh Lin & Trang Thi Ha Dang & Yu-Sheng Liu, 2016. "CEO transformational leadership and firm performance: A moderated mediation model of TMT trust climate and environmental dynamism," Asia Pacific Journal of Management, Springer, vol. 33(4), pages 981-1008, December.
    8. Ngo, Vi Dung & Janssen, Frank & Leonidou, Leonidas C. & Christodoulides, Paul, 2016. "Domestic institutional attributes as drivers of export performance in an emerging and transition economy," Journal of Business Research, Elsevier, vol. 69(8), pages 2911-2922.
    9. Phillips, Nelson & Tracey, Paul & Karra, Neri, 2013. "Building entrepreneurial tie portfolios through strategic homophily: The role of narrative identity work in venture creation and early growth," Journal of Business Venturing, Elsevier, vol. 28(1), pages 134-150.

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