TY - JOUR

T1 - Cooperation, Trust and Performance

T2 - Empirical Results from Three Countries

AU - Fink, Matthias

AU - Keßler, Alexander

PY - 2010/6

Y1 - 2010/6

N2 - Reverting to the resource-based view of strategic management and cooperation theory, we provide argumentation for the value of two critical resources to cooperating firms: cooperation experience and maxim-based trust. The results of a large-scale survey in three European countries (Austria, Slovenia and the Czech Republic) reveal an important fact: although cooperation experience contributes to business performance, the contribution of maxim-based trust to success is significantly higher. As a result, corporate success depends not only on the quantity of cooperation experience, but also - and to an even greater extent - on the quality of cooperation with regard to the form of coordinative power established within the cooperation arrangement. Given that maxim-based trust has been identified as a feasible coordination mechanism in cooperation relationships, it might therefore be freed from its frequent characterization as utopian and out of touch with reality.

AB - Reverting to the resource-based view of strategic management and cooperation theory, we provide argumentation for the value of two critical resources to cooperating firms: cooperation experience and maxim-based trust. The results of a large-scale survey in three European countries (Austria, Slovenia and the Czech Republic) reveal an important fact: although cooperation experience contributes to business performance, the contribution of maxim-based trust to success is significantly higher. As a result, corporate success depends not only on the quantity of cooperation experience, but also - and to an even greater extent - on the quality of cooperation with regard to the form of coordinative power established within the cooperation arrangement. Given that maxim-based trust has been identified as a feasible coordination mechanism in cooperation relationships, it might therefore be freed from its frequent characterization as utopian and out of touch with reality.

KW - Management studies

UR - http://www.scopus.com/inward/record.url?scp=77953971003&partnerID=8YFLogxK

U2 - 10.1111/j.1467-8551.2009.00647.x

DO - 10.1111/j.1467-8551.2009.00647.x

M3 - Journal articles

VL - 21

SP - 469

EP - 483

JO - British Journal of Management

JF - British Journal of Management

SN - 1045-3172

IS - 2

ER -