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 proceedingChapterpeer-review


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.
Number of pages13
ISBN (Electronic)9781786431332
ISBN (Print)9781786431325
Publication statusPublished - 23 Feb 2018

Publication series

NameNew Horizons in International Business series
PublisherEdward Elgar


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