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Boarding the Aircraft: Trust Development Amongst Negotiators of a Complex Merger

Author

Listed:
  • Michel Lander

    (GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique)

  • Linda Kooning

Abstract

We explore trust development in the context of an international merger negotiation. Based on in-depth interviews with chief negotiators of the Air France- KLM merger, we contribute to existing theory by showing that trust develops in three interrelated domains: personal, process, and outcome. Progressively, trust develops in all domains on the basis of antecedents that differ between phases and domains. Distinguishing between different domains facilitates analysis of trust asymmetry and the coexistence of trust and distrust, as well as the influence of trust in interorganizational relationships.

Suggested Citation

  • Michel Lander & Linda Kooning, 2013. "Boarding the Aircraft: Trust Development Amongst Negotiators of a Complex Merger," Post-Print hal-00772063, HAL.
    • Handle: RePEc:hal:journl:hal-00772063
    DOI: 10.1111/j.1467-6486.2012.01084.x
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    Citations

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    Cited by:

    1. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.
    2. Gudmundsson, Sveinn Vidar & Merkert, Rico & Redondi, Renato, 2020. "Cost structure effects of horizontal airline mergers and acquisitions," Transport Policy, Elsevier, vol. 99(C), pages 136-144.
    3. Carole Couper & A. Rebecca Reuber & Shameen Prashantham, 2020. "Lost that lovin’ feeling: The erosion of trust between small, high-distance partners," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 51(3), pages 326-352, April.
    4. Anne-Sophie Thelisson & Olivier Meier, 2022. "Managerial biases during a merger process in a government-controlled organization," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 26(4), pages 1315-1338, December.
    5. Rojan Baniya & Sujan Adhikari, 2017. "Mergers and Acquisitions of the Financial Institutions: Factors Affecting the Employee Turnover Intention," NRB Economic Review, Nepal Rastra Bank, Economic Research Department, vol. 29(2), pages 1-31, October.
    6. Hassett, Melanie E. & Reynolds, Noelia-Sarah & Sandberg, Birgitta, 2018. "The emotions of top managers and key persons in cross-border M&As: Evidence from a longitudinal case study," International Business Review, Elsevier, vol. 27(4), pages 737-754.
    7. Nilsson, Magnus & Mattes, Jannika, 2015. "The spatiality of trust: Factors influencing the creation of trust and the role of face-to-face contacts," European Management Journal, Elsevier, vol. 33(4), pages 230-244.
    8. Diana W.P. Kwok, 2018. "Boundary spanning and subordinate—leader trust: A tale of two acquisitions in a multicultural emerging economy," Post-Print hal-01744451, HAL.
    9. Teerikangas, Satu & Colman, Helene Loe, 2020. "Theorizing in the qualitative study of mergers & acquisitions," Scandinavian Journal of Management, Elsevier, vol. 36(1).

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