The Principle of Congruity in the Analysis of International Business Cooperation

Buckley, Peter J., Cross, Adam R. and De Mattos, Claudio (2015) International Business Review, Forthcoming Available at SSRN: http://ssrn.com/abstract=2627293 or DOI:10.1016/j.ibusrev.2015.04.005

Posted: 16 Jul 2015 Last revised: 31 Oct 2015

See all articles by Peter J. Buckley

Peter J. Buckley

University of Leeds - Faculty of Business; University of Leeds - Division of International Business

Adam R. Cross

Independent

Claudio De Mattos

University of Huddersfield

Date Written: 2015

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

Suggested Citation

Buckley, Peter Jennings and Cross, Adam R. and De Mattos, Claudio, The Principle of Congruity in the Analysis of International Business Cooperation (2015). Buckley, Peter J., Cross, Adam R. and De Mattos, Claudio (2015) International Business Review, Forthcoming Available at SSRN: http://ssrn.com/abstract=2627293 or DOI:10.1016/j.ibusrev.2015.04.005, Available at SSRN: https://ssrn.com/abstract=2627293

Peter Jennings Buckley

University of Leeds - Faculty of Business ( email )

Leeds LS2 9JT
United Kingdom

University of Leeds - Division of International Business ( email )

Leeds LS2 9JT
United Kingdom

Adam R. Cross

Independent

Claudio De Mattos (Contact Author)

University of Huddersfield

Queensgate
Huddersfield, HD1 3DH
United Kingdom

Do you have a job opening that you would like to promote on SSRN?

Paper statistics

Abstract Views
409
PlumX Metrics