The Principle of Congruity in the Analysis of International Business Cooperation.

Peter J Buckley; Adam R Cross; Claudio De Mattos

doi:10.1016/j.ibusrev.2015.04.005

The Principle of Congruity in the Analysis of International Business Cooperation.

Peter J Buckley, Adam R Cross, Claudio De Mattos

PMO Comparative & International Business

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Abstract

This study investigates an under-researched topic: individual-to-individual or team-to-team interactions during the alliance pre-formation phase. We develop a general theory based on the principle of congruity for understanding the micro-dynamics of the alliance formation process. The attitudes of each party in an alliance towards their prospective partner depend on the level of mismatch between their initial evaluations of the contributions of each partner, and on their wish intensity and speed to reach congruity. The impact of different managerial cultural backgrounds (special theory) and mind-sets (special theory application) are theorised. Further applications are considered and all are presented as testable propositions.

Original language	English
Pages (from-to)	1048-1060
Number of pages	13
Journal	International Business Review
Volume	24
Issue number	6
DOIs	https://doi.org/10.1016/j.ibusrev.2015.04.005
Publication status	Published - 15 Dec 2015

Keywords

Alliances and joint ventures
Congruity theory
Cross-cultural behaviour
Managerial expectations
Negotiation and bargaining procedures
Strategic alliances in emerging markets

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10.1016/j.ibusrev.2015.04.005

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2 Article

The impact of R&D-specific factors on the attractiveness of small- and medium-sized enterprises as partners vis-à-vis alliance formation in large emerging economies.
De Mattos, C., Burgess, T. F. & Shaw, N. E., Jan 2013, In: R and D Management. 43, 1, p. 1-20 20 p.
Research output: Contribution to journal › Article › peer-review

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Negotiating Alliances in Emerging Markets - Do Partners' Contributions Matter?
De Mattos, C., Sanderson, S. & Ghauri, P., 21 Nov 2002, In: Thunderbird International Business Review. 44, 6, p. 701-728 28 p.
Research output: Contribution to journal › Article › peer-review

Cite this

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title = "The Principle of Congruity in the Analysis of International Business Cooperation.",

abstract = "This study investigates an under-researched topic: individual-to-individual or team-to-team interactions during the alliance pre-formation phase. We develop a general theory based on the principle of congruity for understanding the micro-dynamics of the alliance formation process. The attitudes of each party in an alliance towards their prospective partner depend on the level of mismatch between their initial evaluations of the contributions of each partner, and on their wish intensity and speed to reach congruity. The impact of different managerial cultural backgrounds (special theory) and mind-sets (special theory application) are theorised. Further applications are considered and all are presented as testable propositions.",

keywords = "Alliances and joint ventures, Congruity theory, Cross-cultural behaviour, Managerial expectations, Negotiation and bargaining procedures, Strategic alliances in emerging markets",

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N2 - This study investigates an under-researched topic: individual-to-individual or team-to-team interactions during the alliance pre-formation phase. We develop a general theory based on the principle of congruity for understanding the micro-dynamics of the alliance formation process. The attitudes of each party in an alliance towards their prospective partner depend on the level of mismatch between their initial evaluations of the contributions of each partner, and on their wish intensity and speed to reach congruity. The impact of different managerial cultural backgrounds (special theory) and mind-sets (special theory application) are theorised. Further applications are considered and all are presented as testable propositions.

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KW - Alliances and joint ventures

KW - Congruity theory

KW - Cross-cultural behaviour

KW - Managerial expectations

KW - Negotiation and bargaining procedures

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JO - International Business Review

JF - International Business Review

IS - 6

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The Principle of Congruity in the Analysis of International Business Cooperation.

Abstract

Keywords

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Research output

The impact of R&D-specific factors on the attractiveness of small- and medium-sized enterprises as partners vis-à-vis alliance formation in large emerging economies.

Negotiating Alliances in Emerging Markets - Do Partners' Contributions Matter?

Cite this