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The development of trust at multiple levels in strategic alliances

  • Most of prior multilevel studies on trust in inter-organizational relationships place much emphasis on specifying the level of analysis at which trust occurs (i.e. individual, group, or organization level) while overlooking the level of management, which refers to the hierarchical echelons within an organization. In addition, more often than not, the inter-organizational context where trust develops is not specified. Integrating both levels-of-analysis and levels-of-management perspectives, the dissertation iestigates the distinctive trust dynamics at two hierarchical echolons, to understand the cross-level interaction between these echelons which leads to the establishment of shared trust in the partner organization and the formation of organization-level trust, and to contemplate the factors that might lead to within-organization trust heterogeneity. The focus on the management level also enables to discern contingencies associated with the trust development process in horizontal alliances as opposed to vertical alliances. Adopting the case stud method, the alliance between KLM and Northwest Airlines is iestigated to illustrate key concepts in the developed theoretical framework and to buld a stronger case for future large-scale empirical studies.

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Document Type:Doctoral Thesis
Author:Hong Linh NguyenORCiD
Center:Center for Advanced Studies in Management (CASiM)
Full text/ URN:urn:nbn:de:bsz:14-qucosa2-77327
Year of Completion:2016
Leipzig: HHL Leipzig Graduate School of Management, 2016 Leipzig, HHL Leipzig Graduate School of Management, Diss., 2016