Aan de performance van internationale joint ventures (IJV’s) is veel aandacht besteed. Voor een goede performance is wederzijds, persoonlijk vertrouwen tussen de partners van de alliantie als één van de belangrijkste factoren onderkend. In dit artikel wordt de ontwikkeling van persoonlijk vertrouwen tussen managers van IJV-partners over de tijd bestudeerd. Op basis van de resultaten van vier casestudies presenteren we een procesmodel van persoonlijk vertrouwen. De inzichten die aan dit model ontleend kunnen worden, dienen als leidraad voor de ontwikkeling van succesvolle allianties.
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A great deal of attention has been paid to the performance of international joint ventures (IJVs) and trust has been recognised as a keyfactor influencing it. This paper examines the emergence of trust as a process and develops a process model of trust building in IJVs, which isused to analyse four case studies. The main conclusions are the following: Whereas competence-based trust starts from public information,promissory-based trust and goodwill-based trust are individually orientated and mainly develop through direct personal interaction. Suchinteraction may lead to bonds of friendship between delegates. Before these bonds evolve, trust is mainly based on the perceived self-interestof the partner in the joint venture. When the bonds of friendship dominate, the main source of trust shifts towards emotional commitments.Thus, in the early stages of an IJV, promissory-based trust predominates, and as the joint venture progresses, competence-based trust emerges.Goodwill-based trust is important throughout the process. A commitment to cooperate emerges from initial self-interest. The model is capableof further development and testing.
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