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Abstract:
Although the direct impact of trust on alliance performance is well documented, little is known about how trust affects alliance performance. Based on the resource-based view, this study develops a model that employs resource sharing as a critical mediating mechanism through which trust affects alliance performance. Using survey data from 205 Chinese firms that were engaged in alliances, we find broad support for the mediated effects of trust. Interestingly, we also find that goodwill trust matters more to tangible than to intangible resource sharing, whereas competence trust matters more to intangible than to tangible resource sharing. Overall, our research provides important implications for firms seeking to translate their trust into superior alliance performance. (C) 2015 Elsevier Inc. All rights reserved.
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INDUSTRIAL MARKETING MANAGEMENT
ISSN: 0019-8501
Year: 2015
Volume: 45
Page: 128-138
1 . 9 3
JCR@2015
6 . 9 6 0
JCR@2020
ESI Discipline: ECONOMICS & BUSINESS;
ESI HC Threshold:147
JCR Journal Grade:2
Cited Count:
WoS CC Cited Count: 59
SCOPUS Cited Count: 80
ESI Highly Cited Papers on the List: 0 Unfold All
WanFang Cited Count:
Chinese Cited Count:
30 Days PV: 5
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