Willingness to rely on trust in global business collaborations: Context vs. demography

We examine how 712 executives from several countries, industries and backgrounds are willing to rely on trust (WTRT) when entering a collaborative venture where both partners are at risk. Presented with a specific partnership opportunity they were asked about the level of safeguards required to ente...

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Bibliographic Details
Published in:Journal of world business : JWB 2018-04, Vol.53 (3), p.373-391
Main Authors: Bidault, Francis, de la Torre, José R., Zanakis, Stelios H., Ring, Peter Smith
Format: Article
Language:English
Subjects:
Contextual factors in trust
Contractual safeguards
Demographic factors in trust
Economics and Finance
Humanities and Social Sciences
Inter-organizational trust
International joint ventures (IJVs) and collaborations
Propensity to trust
Trustworthiness
Willingness to rely on trust
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Summary:We examine how 712 executives from several countries, industries and backgrounds are willing to rely on trust (WTRT) when entering a collaborative venture where both partners are at risk. Presented with a specific partnership opportunity they were asked about the level of safeguards required to enter into an agreement. We test for the impact of contextual and demographic conditions and confirmed differences in WTRT between nationalities, but find that several contextual variables mediate this impact. Different nationalities treat three dimensions of trust (integrity, reliability, and benevolence) differently as they are shown to be time dependent. We conclude that context is as important as demography in determining an executive’s WTRT.
ISSN:1090-9516
1878-5573
DOI:10.1016/j.jwb.2016.08.001