Cooperation, Trust and Performance: Empirical Results from Three Countries

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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.

Original languageEnglish
JournalBritish Journal of Management
Issue number2
Pages (from-to)469-483
Number of pages15
Publication statusPublished - 06.2010
Externally publishedYes