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Opportunism and trust in joint venture relationships: an exploratory study and a model

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  • Madhok, Anoop

Abstract

This paper discusses two approaches towards managing interorganizational relationships, based on opportunism and trust respectively. Data is presented from interviews conducted with four managers to investigate the relevance of these two approaches in their joint venture relationships. Both the approaches are found to be important but play different roles at different stages of the relationship. A conceptual model is then developed to represent the relationship process in terms of its formation and sustenance. In spite of differences between the two approaches, they share common objectives of efficiency and flexibility. It is useful to consider them as complementary to one another, with transaction costs being viewed more broadly to incorporate both the opportunism-avoidance as well as the trust-creation dimensions of interorganizational relationships.

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  • Madhok, Anoop, 1995. "Opportunism and trust in joint venture relationships: an exploratory study and a model," Scandinavian Journal of Management, Elsevier, vol. 11(1), pages 57-74, March.
    • Handle: RePEc:eee:scaman:v:11:y:1995:i:1:p:57-74
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    Cited by:

    1. Boersma, Margreet F. & Buckley, Peter J. & Ghauri, Pervez N., 2003. "Trust in international joint venture relationships," Journal of Business Research, Elsevier, vol. 56(12), pages 1031-1042, December.
    2. Bicen, Pelin & Hunt, Shelby D. & Madhavaram, Sreedhar, 2021. "Coopetitive innovation alliance performance: Alliance competence, alliance’s market orientation, and relational governance," Journal of Business Research, Elsevier, vol. 123(C), pages 23-31.
    3. Youjin Baik & Young-Ryeol Park, 2019. "Managing legitimacy through corporate community involvement: The effects of subsidiary ownership and host country experience in China," Asia Pacific Journal of Management, Springer, vol. 36(4), pages 971-993, December.
    4. Nur Izzati binti Mohamad Anuar* & Nik Malini binti Nik Mahdi & Abdullah Al Mamun & Dzulkifli bin Mukhtar & Nursafeda binti Abd Rashid & Symeon Mandrinos, 2018. "Connecting Inward and Outward Internationalisation of Malaysian SMEs: A Learning Approach," The Journal of Social Sciences Research, Academic Research Publishing Group, pages 264-275:4.
    5. Vivek, Shiri D. & Richey Jr., R. Glenn & Dalela, Vivek, 2009. "A longitudinal examination of partnership governance in offshoring: A moving target," Journal of World Business, Elsevier, vol. 44(1), pages 16-30, January.
    6. Helle Neergaard & John Parm Ulhøi, 2006. "Government Agency and Trust in the Formation and Transformation of Interorganizational Entrepreneurial Networks," Entrepreneurship Theory and Practice, , vol. 30(4), pages 519-539, July.
    7. Pei-Li Yu, 2019. "Interfirm coopetition, trust, and opportunism: a mediated moderation model," Review of Managerial Science, Springer, vol. 13(5), pages 1069-1092, November.
    8. Bidault, Francis & de la Torre, José R. & Zanakis, Stelios H. & Ring, Peter Smith, 2018. "Willingness to rely on trust in global business collaborations: Context vs. demography," Journal of World Business, Elsevier, vol. 53(3), pages 373-391.
    9. Kamminga, Pieter E. & Van der Meer-Kooistra, Jeltje, 2007. "Management control patterns in joint venture relationships: A model and an exploratory study," Accounting, Organizations and Society, Elsevier, vol. 32(1-2), pages 131-154.
    10. Hyder, Akmal S., 1999. "Differences between developed and developing country joint ventures -- a reality or a myth?," International Business Review, Elsevier, vol. 8(4), pages 441-461, August.
    11. Håvard Ness, 2009. "Governance, Negotiations, and Alliance Dynamics: Explaining the Evolution of Relational Practice," Journal of Management Studies, Wiley Blackwell, vol. 46(3), pages 451-480, May.
    12. Heimeriks, K., 2002. "Alliance Capability, Collaboration Quality, and Alliance Performance: An Integrated Framework," Working Papers 02.05, Eindhoven Center for Innovation Studies.
    13. Phuong Thi Minh Nguyen & Khuong Ngoc Mai & Phuong Ngoc Duy Nguyen, 2021. "Alliance Management Practices for Higher Trust, Commitment and Inter-Organizational Relationship Performance: Evidence from Travel Companies in Vietnam," Sustainability, MDPI, vol. 13(16), pages 1-22, August.
    14. Ali, Tahir & Larimo, Jorma, 2016. "Managing opportunism in international joint ventures: The role of structural and social mechanisms," Scandinavian Journal of Management, Elsevier, vol. 32(2), pages 86-96.
    15. Andersen, O. & Buvik, A., 2002. "Firms' internationalization and alternative approaches to the international customer/market selection," International Business Review, Elsevier, vol. 11(3), pages 347-363, June.
    16. Dries Faems & Maddy Janssens & René Bouwen & Bart Van Looy, 2006. "Governing Explorative R&D Alliances: Searching for Effective Strategies," management revue - Socio-Economic Studies, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 17(1), pages 9-29.
    17. Reuer, Jeffrey J. & Arino, Africa & Mellewigt, Thomas, 2006. "Entrepreneurial alliances as contractual forms," Journal of Business Venturing, Elsevier, vol. 21(3), pages 306-325, May.
    18. Antonio Barretta & Cristiano Busco & Pasquale Ruggiero, 2008. "Trust in Project Financing: An Italian Health Care Example," Public Money & Management, Taylor & Francis Journals, vol. 28(3), pages 179-184, June.
    19. Fuming Jiang & Li Xian Liu & Jizhong Li, 2023. "From horizontal knowledge sharing to vertical knowledge transfer: The role of boundary-spanning commitment in international joint ventures," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(1), pages 182-202, February.
    20. Van Horn, Richard L. & Harvey, Michael G., 1998. "The rural entrepreneurial venture: creating the virtual megafirm," Journal of Business Venturing, Elsevier, vol. 13(4), pages 257-274, July.
    21. Madhok, Anoop, 1998. "The nature of multinational firm boundaries: Transaction costs, firm capabilities and foreign market entry mode," International Business Review, Elsevier, vol. 7(3), pages 259-290, June.
    22. Madhok, Anoop, 1996. "Know-how-, experience- and competition-related considerations in foreign market entry: An exploratory investigation," International Business Review, Elsevier, vol. 5(4), pages 339-366, August.
    23. Kwok, Francis & Sharma, Piyush & Gaur, Sanjaya Singh & Ueno, Akiko, 2019. "Interactive effects of information exchange, relationship capital and environmental uncertainty on international joint venture (IJV) performance: An emerging markets perspective," International Business Review, Elsevier, vol. 28(5), pages 1-1.
    24. Andrea Venturelli & Fabio Caputo & Simone Pizzi, 2018. "L?impatto del contratto di rete nei processi di internazionalizzazione: alcune evidenze empiriche sulle PMI italiane," MANAGEMENT CONTROL, FrancoAngeli Editore, vol. 2018(2), pages 61-83.

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