The principle of congruity in the analysis of international business cooperation

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

^*Corresponding author for this work

AVP - Education

Research output: Contribution to journal › Article › peer-review

7 Citations (Scopus)

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 - 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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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.",

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AB - 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 - Congruity theory

KW - Cross-cultural behaviour

KW - Managerial expectations

KW - Negotiation and bargaining procedures

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JO - International Business Review

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The principle of congruity in the analysis of international business cooperation

Abstract

Keywords

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