Unknown territory – how SMEs manage trust while doing business internationally: Cases from 18 Small and Medium Sized Swiss Enterprises
| Autor: | Schreier, Claus, Nuntana, Udomkit, Ineichen, Ivo |
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| Rok vydání: | 2021 |
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| DOI: | 10.5281/zenodo.5336979 |
| Popis: | A decision to enter a new international business venture often depends on the level of trust between the business partners. It can also pose challenges at the beginning of any new business relationship, especially international ones; since the partners have little or no experience of each other. This research explores whether having a trusted business partner is a mandatory precondition for Small and Medium Sized Swiss Enterprises (SMEs) to undertake international business opportunities (ex-ante trust). Or would they rather follow an effectual approach, in which trust formation is an ongoing process, being built ex-post after contracts are signed (ex-post trust). The research looks at procedures Swiss SMEs implement to examine trustworthiness at the early stages of international business formations with their potential new business partners? Eighteen in-depth interviews with Swiss SMEs that engaged in international operations were conducted. Results show that Swiss SMEs do not act opportunistically, but instead rely on detailed consideration to ascertain whether a potential partner is the right match; and whether the potential partner is trustworthy by implementing systematic and objective methods, prior to entering a contractual agreement as an assurance of ex-ante trust. + ID der Publikation: hslu_84632 + Art des Beitrages: Wissenschaftliche Medien + Jahrgang: 41 + Sprache: Englisch + Letzte Aktualisierung: 2021-08-30 16:11:35 |
| Databáze: | OpenAIRE |
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