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

Peter J. Buckley, Adam Cross, Claudio De Mattos

Research output: Chapter in Book/Report/Conference proceedingChapter

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 languageEnglish
Title of host publicationThe Global Factory
Subtitle of host publicationNetworked Multinational Enterprises in the Modern Global Economy
EditorsPeter J. Buckley
PublisherEdward Elgar Publishing Ltd.
Chapter5
Pages65-77
Number of pages13
ISBN (Electronic)9781786431332
ISBN (Print)9781786431325
DOIs
Publication statusPublished - 23 Feb 2018

Publication series

NameNew Horizons in International Business series
PublisherEdward Elgar

Fingerprint

Alliances
International business
General theory
Mindset
Mismatch
Evaluation
Alliance formation
Interaction

Cite this

Buckley, P. J., Cross, A., & De Mattos, C. (2018). The Principle of Congruity in the Analysis of International Business Cooperation. In P. J. Buckley (Ed.), The Global Factory: Networked Multinational Enterprises in the Modern Global Economy (pp. 65-77). (New Horizons in International Business series). Edward Elgar Publishing Ltd.. https://doi.org/10.4337/9781786431332.00013
Buckley, Peter J. ; Cross, Adam ; De Mattos, Claudio. / The Principle of Congruity in the Analysis of International Business Cooperation. The Global Factory: Networked Multinational Enterprises in the Modern Global Economy. editor / Peter J. Buckley. Edward Elgar Publishing Ltd., 2018. pp. 65-77 (New Horizons in International Business series).
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Buckley, PJ, Cross, A & De Mattos, C 2018, The Principle of Congruity in the Analysis of International Business Cooperation. in P J. Buckley (ed.), The Global Factory: Networked Multinational Enterprises in the Modern Global Economy. New Horizons in International Business series, Edward Elgar Publishing Ltd., pp. 65-77. https://doi.org/10.4337/9781786431332.00013

The Principle of Congruity in the Analysis of International Business Cooperation. / Buckley, Peter J.; Cross, Adam; De Mattos, Claudio.

The Global Factory: Networked Multinational Enterprises in the Modern Global Economy. ed. / Peter J. Buckley. Edward Elgar Publishing Ltd., 2018. p. 65-77 (New Horizons in International Business series).

Research output: Chapter in Book/Report/Conference proceedingChapter

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Buckley PJ, Cross A, De Mattos C. The Principle of Congruity in the Analysis of International Business Cooperation. In J. Buckley P, editor, The Global Factory: Networked Multinational Enterprises in the Modern Global Economy. Edward Elgar Publishing Ltd. 2018. p. 65-77. (New Horizons in International Business series). https://doi.org/10.4337/9781786431332.00013