The principle of congruity in the analysis of international business cooperation

Peter J. Buckley; Adam Cross; Claudio De Mattos

doi:10.4337/9781786431332.00013

The principle of congruity in the analysis of international business cooperation

Peter J. Buckley^*, Adam Cross, Claudio De Mattos

^*Corresponding author for this work

AVP - Education

Research output: Chapter in Book or Report/Conference proceeding › Chapter › peer-review

Abstract

This study investigates an under-researched topic: individual-to-individual or team-to-team interac- tions 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
Title of host publication	The Global Factory
Subtitle of host publication	Networked Multinational Enterprises in the Modern Global Economy
Publisher	Edward Elgar Publishing Ltd.
Pages	65-77
Number of pages	13
ISBN (Electronic)	9781786431332
ISBN (Print)	9781786431325
DOIs	https://doi.org/10.4337/9781786431332.00013
Publication status	Published - 23 Feb 2018

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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10.4337/9781786431332.00013

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The principle of congruity in the analysis of international business cooperation

Abstract

Keywords

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