The model of cooperation based on trust in international trade؛ An analysis of the role of cultural differences between Iran and China

Document Type : Original Article

Authors

1 Associate professor, Department of Business Management, Faculty of Management and Accounting, Allameh Tabatabee University, Tehran, Iran

2 Full professor, Department of Industrial Management, Faculty of Management and Accounting, Allameh Tabatabee University, Tehran, Iran

3 Ph.D. Student in business Administration, Department of Business Management, Faculty of Management and Accounting, Allameh Tabatabee University, Tehran, Iran

Abstract

Today's business environment increasingly relies on trust-based collaboration in international relations; however, companies fail in business collaborations in a cross-cultural context. In this regard, the present research was conducted with the aim of providing a model of trust-based collaboration in international business, with an analysis of the role of cultural differences. This research was applied in terms of purpose, which was done with a mixed approach (qualitative and quantitative). In qualitative study, semi-structured interviews were conducted with 11 senior managers of Iranian and Chinese automobile companies, and data were analyzed by theme analysis. Qualitative validation was done with participants' verifiability and test-retest reliability. The statistical population in the quantitative part was the experts of commercial unit of Iranian and Chinese automobile companies, 359 people were selected by random stratified method. Data collection tool was a questionnaire, whose validity and reliability were confirmed. The data was evaluated using the structural equation modeling method and Amos software. The results of theme analysis showed that the pattern of trust-based collaboration in international trade includes 159 open codes, 34 subcategories, and 11 main categories. Based on the results of path analysis, the impact of 8 categories of international credit acquisition, cultural competence, organizational factors, managerial factors, international relations, organizational processes, effective targeting and cultural differences on trust-based collaboration was confirmed. Finally, the results showed that 5 dimensions of national values, including subservience, collectivism, uncertainty avoidance, power distance, and extremes of self-restraint, are able to predict trust-based collaboration in both Iranian and Chinese societies.

Keywords

Main Subjects

References

اختیاری امیری، رضا، صالحی خنار، محبوبه. (1396). بررسی علل و زمینه‌های گسترش روابط ایران و چین در عصر پسا برجام. سیاست و روابط بین‌الملل، 1(شماره 1), 33-51. 
آقازاده، هاشم، فلاحی، محمد باقر. (1402). نقش روابط بازرگانی بین‌الملل در اثر بازارگرایی بین‌الملل بر چابکی بازاریابی بین‌الملل. نشریه علمی پژوهشی مدیریت کسب‌وکارهای بین‌المللی، 
آیجان، زینب، کانونگو، رابیندرا ان، مندونسا، مانوئل (1402). رهیافت‌های میان‌فرهنگی در مطالعات سازمان و مدیریت، ترجمه حامد دهقانان، تهران، انتشارات دانشگاه علامه طباطبایی.
بامداد صوفی، جهانیار، رفیع پور، محسن، امیری، مقصود (1399) مدلی برای همکاری مبتنی بر اعتماد در زنجیره تأمین صنعت خودرو و تأثیر آن بر عملکرد، رساله دکتری، دانشگاه علامه طباطبایی.
جعفرزاده، مهدی، رضوانی، مهران، داوری، علی. (1398). ارائه الگوی بکارگیری استراتژی رقابت همکارانه در بین‌المللی سازی خوشه های صادرات محور با استفاده از مدل‌سازی ساختاری تفسیری. نشریه علمی پژوهشی مدیریت کسب‌وکارهای بین‌المللی، 2(4): 51-72.
پاک نهاد، حجت‌الله، حامد، دهقانان، میرعلی، سید نقوی و امیری، مقصود. (1402). تحلیل و اولویت‌بندی شاخص‌های همکاری مبتنی بر اعتماد در بخش تعاون. فصلنامه تعاون و کشاورزی، 12(45)،117-105.
دائره‌المعارف بزرگ اسلامی (1385). دانشنامه بزرگ اسلامی، جلد 15، ص 5977. دسترسی در http://lib.eshia.ir/23022/15/5977
زمانی، اردشیر، و رحمتی، محمدحسین،  زندحسامی، حسام، و یزدانی، حمیدرضا (1398). تحلیلی بر عوامل انگیزاننده و بازدارنده همکاری‌های راهبردی بین‌المللی شرکت‌های دانش بنیان (مورد مطالعه: شرکت‌های زیست فناور ایرانی و آلمانی). نشریه علمی پژوهشی مدیریت کسب‌وکارهای بین‌المللی ، 2(2 ), 145-169.
شریعتی نیا، محسن. (1391). عوامل تعیین کننده روابط ایران و چین. روابط خارجی، 4(2 (پیاپی 14))، 179-209.
کاظمی عبدالمحمد، گودرزی محسن. (1401). فراز و فرود اعتماد در ایران طی نیم‌قرن اخیر: نگاهی به روندها، علل و پیامدها، مسائل اجتماعی ایران، ۱۳ (1)، 181-208.
Agarici, C., Scarlat, C., & Iorga, D. (2020). Turning cross-cultural management conflict into collaboration: Indian and Romanian experiences in Global Project Teams. In Proceedings of the International Conference on Business Excellence, 14(1), 1024-1034.
Ajmal, M., Helo, P. and Kassem, R. (2017), "Conceptualizing trust with cultural perspective in international business operations", Benchmarking: An International Journal, 24(4). 1099-1118.
Barrane, F.Z., Ndubisi, N.O., Kamble, S., Karuranga, G.E. and Poulin, D. (2021), "Building trust in multi-stakeholder collaborations for new product development in the digital transformation era", Benchmarking: An International Journal, 28(1), 205-228.
Beckett, R. C., & Jones, M. (2012). Collaborative network success and the variable nature of trust. Production Planning & Control, 23(4), 240–251.
Belkadi, F., Messaadia, M., Bernard, A., & Baudry, D. (2017). Collaboration management framework for OEM–suppliers relationships: a trust-based conceptual approach. Enterprise Information Systems, 11(7), 1018-1042.
Bianchi, F., Casnici, N., & Squazzoni, F. (2018). Solidarity as a byproduct of professional collaboration: social support and trust in a coworking space. Social Networks, 54, 61-72.
Bueechl, J., Pudelko, M., & Gillespie, N. (2023). Do Chinese subordinates trust their German supervisors? A model of inter-cultural trust development. Journal of International Business Studies, 1-29.
Cai, S., Jun, M., & Yang, Z. (2017). The effects of boundary spanners’ personal relationships on interfirm collaboration and conflict: a study of the role of guanxi in China. Journal of Supply Chain Management, 53(3), 19-40.
Čech, M., Yao, W., Samolejova, A., Li, J., & Wicher, P. (2016). Human resource management in Chinese manufacturing companies. Perspectives in Science, 7, 6-9.
Choi KS, Im I, Hofstede GJ (2016) A cross-cultural comparative analysis of small group collaboration using mobile twitter. Computers in Human Behavior 65 (C): 308–318.
DeBruine, L. M. (2002). Facial resemblance enhances trust. Proceedings of the Royal Society of London. Series B: Biological Sciences, 269(1498), 1307-1312. 
Doney, P. M., Cannon, J. P., & Mullen, M. R. (1998). Understanding the influence of national culture on the development of trust. Academy of Management Review, 23(3): 601–620. 
Haarhaus, T., & Liening, A. (2020). Building dynamic capabilities to cope with environmental uncertainty: The role of strategic foresight. Technological Forecasting and Social Change, 155, 120033.
Hair, J. F., Risher, J. J., Sarstedt, M., & Ringle, C. M. (2019). When to use and how to report the results of PLS-SEM. European business review, 31(1), 2-24.
Hofstede, G. (2001). Culture's Consequences: comparing values, behaviors, institutions, and organizations across nations (2nd ed.). Thousand Oaks, CA: SAGE Publications. ISBN 978-0-8039-7323-7. OCLC 45093960
Hofstede, G. (2011). Dimensionalizing cultures: The Hofstede model in context. Online readings in psychology and culture, 2(1), 2307-0919.
Jensen K.R. (2020) Cross-Cultural Collaboration Mechanisms that Facilitate Global Innovation Success for MNCs. In: Zakaria N., Abdul-Talib AN., Amelinckx A. (eds) Transcending Cultural Frontiers. Springer, Singapore.
Johnson, J. L., & Cullen, J. B. (2002). Trust in cross-culture relationships? In M. J. Gannon, & K. L. Newman (Eds.), Handbook of cross-cultural management: 335–360. London: Wiley.
Kriz, A., & Keating, B. (2010). Business relationships in China: Lessons about deep trust. Asia Pacific Business Review, 16(3): 299–318.
Kusawat, P. and Teerakapibal, S. (2022), "Cross-cultural electronic word-of-mouth: a systematic literature review", Spanish Journal of Marketing - ESIC, Vol. ahead-of-print No. ahead-of-print.
Musarra, G., Kadile, V., Zaefarian, G., Oghazi, P., & Najafi-Tavani, Z. (2022). Emotions, culture intelligence, and mutual trust in technology business relationships. Technological Forecasting and Social Change, 181, 121770.
Patnaik, S., Pereira, V., Temouri, Y., Malik, A., & Roohanifar, M. (2020). The dance of power and trust-exploring micro-foundational dimensions in the development of global health partnership. Technological Forecasting and Social Change, 156, 120036.
Pearson, C., & Entrekin, L. (1998). Structural properties, work practices, and control in Asian businesses: Some evidence from Singapore and Malaysia. Human Relations, 51(10), 1285-1306.
Pratono, A.H. (2020), "Cross-cultural collaboration for inclusive global value chain: a case study of rattan industry", International Journal of Emerging Markets, 15(1), 149-170.
Ryciuk, U., & Nazarko, J. (2020). Model of trust-based cooperative relationships in a supply chain. Journal of Business Economics and Management, 21(5), 1225-1247.
Söllner, C. (2021). Culture and collaboration - an underestimated power!? The effect of regional culture on the research collaboration propensity in European regions, Jena Economic Research Papers, No. 2022-001.
Triandis, H. C. (1995). Individualism and collectivism. Boulder, CO: Westview Press.
Wasti, S. A., & Tan, H. H. (2010). 12 Antecedents of supervisor trust in collectivist cultures: Evidence from Turkey and China. In M. N. K. Saunders, D. Skinner, G. Dietz, N. Gillespie, & R. J. Lewicki (Eds.), Organizational trust: A cultural perspective: 311–335. Cambridge: Cambridge University Press.
Wong, A., & Tjosvold, D. (2010). Guanxi and conflict management for effective partnering with competitors in China. British Journal of Management, 21(3), 772-788.
 
.
Journal of International Business Administration
Volume 7, Issue 4 - Serial Number 28
February 2025
Pages 83-102

Files

History

  • Receive Date: 11 March 2024
  • Revise Date: 08 June 2024
  • Accept Date: 10 June 2024

Share

How to cite

Statistics