Abstract
This study investigated the antecedents of commitment in IJVs from the major partners' perspective. Data were gathered from Japanese and local partners in IJVs located in eleven countries and analyzed in structural equations models. Results indicated that commitment is largely a function of the perceived benefits of the relationship, i.e., satisfaction and economic performance. However, exploration analyses of differences between local partners and the Japanese suggest that the effects of psychological antecedents might be contingent on the strategic intent of the relationship.
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*John B. Cullen is Professor of Management and Systems at Washington State University. His current research focuses on the management structure of IJVs and cross-cultural studies of ethical climates.
**Jean L. Johnson is Assistant Professor of Marketing at Washington State University. She received her Ph.D. from the University of Nebraska-Lincoln in 1988. Her other research interests include the development and strategic role of long-term interfirm relationships and joint venture relationships.
***Tomoaki Sakano is Professor of Management at Waseda University, Tokyo, Japan. His current research focuses on interfirm buyer-seller relationships in the Japanese manufacturing and distribution sectors as well as joint ventures.
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Cullen, J., Johnson, J. & Sakano, T. Japanese and Local Partners Commitment to IJVs: Psychological Consequences of Outcomes and Investments in the IJV Relationships. J Int Bus Stud 26, 91–115 (1995). https://doi.org/10.1057/palgrave.jibs.8490167
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DOI: https://doi.org/10.1057/palgrave.jibs.8490167