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Developing trust in vertical product development partnerships: A comparison of South Korea and Austria

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  • Bstieler, Ludwig
  • Hemmert, Martin

Abstract

We develop and test a model of factors proposed to influence the formation of trust in R&D partnerships in two different cultures. We suggest that specific relational behaviors (communication quality, fairness, and unresolved conflicts) impact trust formation and that national culture has a direct and a moderating effect on trust development. Results of a study of 100 vertical product development partnerships in South Korea and Austria show that communication quality and fairness have a positive effect and unresolved conflicts have a negative effect on the amount of trust developed. We also find a lower amount of trust developed in South Korean partnerships compared to partnerships conducted in Austria. In Austria, the positive effect of communication quality and the negative effect of unresolved conflicts on trust formation are stronger than in South Korea. Overall, the impact of the three relational factors is much stronger than the direct and moderating influence of national culture in the R&D partnerships studied, indicating that the relational elements of trust formation might be more universal than country specific.

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  • Bstieler, Ludwig & Hemmert, Martin, 2008. "Developing trust in vertical product development partnerships: A comparison of South Korea and Austria," Journal of World Business, Elsevier, vol. 43(1), pages 35-46, January.
  • Handle: RePEc:eee:worbus:v:43:y:2008:i:1:p:35-46
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    Cited by:

    1. Irène Kilubi & Hans-Dietrich Haasis, 2016. "26 Years of Strategic Technology Partnering: Investigating Trends, Patterns and Future Prospects in Research Through Frequency Analysis," International Journal of Innovation and Technology Management (IJITM), World Scientific Publishing Co. Pte. Ltd., vol. 13(02), pages 1-44, April.
    2. 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.
    3. Lee, Sang-Myung & Ungson, Gerardo R., 2008. "Towards a theory of synchronous technological assimilation: The case of Korea's Internet economy," Journal of World Business, Elsevier, vol. 43(3), pages 274-289, July.
    4. López-Duarte, Cristina & González-Loureiro, Miguel & Vidal-Suárez, Marta M. & González-Díaz, Belén, 2016. "International strategic alliances and national culture: Mapping the field and developing a research agenda," Journal of World Business, Elsevier, vol. 51(4), pages 511-524.
    5. Griffith, David A. & Yalcinkaya, Goksel & Calantone, Roger J., 2010. "Do marketing capabilities consistently mediate effects of firm intangible capital on performance across institutional environments?," Journal of World Business, Elsevier, vol. 45(3), pages 217-227, July.
    6. Dimitratos, Pavlos & Petrou, Andreas & Plakoyiannaki, Emmanuella & Johnson, Jeffrey E., 2011. "Strategic decision-making processes in internationalization: Does national culture of the focal firm matter?," Journal of World Business, Elsevier, vol. 46(2), pages 194-204, April.
    7. Bianchi, Constanza C. & Saleh, Md. Abu, 2011. "Antecedents of importer relationship performance in Latin America," Journal of Business Research, Elsevier, vol. 64(3), pages 258-265, March.
    8. repec:spr:manint:v:50:y:2010:i:6:d:10.1007_s11575-010-0055-y is not listed on IDEAS
    9. Chathurani Silva & Sanjay Mathrani & Nihal Jayamaha, 2016. "The Impact Of Ict Usage On Collaborative Product Innovation Performance," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 20(05), pages 1-24, June.
    10. Jean, Ruey-Jer “Bryan” & Sinkovics, Rudolf R. & Kim, Daekwan & Lew, Yong Kyu, 2015. "Drivers and performance implications of international key account management capability," International Business Review, Elsevier, vol. 24(4), pages 543-555.

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