Quotation Mohr, Alexander, Puck, Jonas. 2013. Revisiting the Trust-performance Link in Strategic Alliances. Management International Review. 53 (2), 269-289.




•We extend research on the trust-performance link in strategic alliances (SAs) by arguing that the traditional focus of research on the influence of trust on performance of SAs needs to be complemented with a more explicit acknowledgment and analysis of the role that SA performance plays in the development of trust. •Drawing on existing theoretical arguments and empirical findings related to the consequences and determinants of trust we argue for the existence of a bidirectional causal relationship between trust and performance in SAs. We empirically test this bilateral relationship using 3-stage least square regression models on data from 110 strategic alliances. •Our results support the positive effect of SA performance on trust, but not the commonly stressed positive effect of trust on SA performance. We discuss the relevance of this finding for the theory of inter-firm collaboration. We conclude by discussing the implications of our findings for practitioners and scholars interested in SAs.


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  • Strategic alliances
  • Trust
  • Performance

Publication's profile

Status of publication Published
Affiliation WU
Type of publication Journal article
Journal Management International Review
Citation Index SSCI
WU Journalrating 2009 A
WU-Journal-Rating new STRAT-B, WH-B
Language English
Title Revisiting the Trust-performance Link in Strategic Alliances
Volume 53
Number 2
Year 2013
Page from 269
Page to 289
DOI http://dx.doi.org/10.1007/s11575-012-0145-0
Open Access N


Mohr, Alexander (Details)
Puck, Jonas (Details)
Institute for International Business (Puck) (Details)
Institute for International Business (Mohr) (Details)
Research areas (ÖSTAT Classification 'Statistik Austria')
5300 Economics (Details)
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