Skip to main content
SpringerLink
Log in

Interfirm coopetition, trust, and opportunism: a mediated moderation model

  • Original Paper
  • Published:
Review of Managerial Science Aims and scope Submit manuscript

Abstract

Based on the literature on coopetition, interorganizational trust perspective, and recent work studying their interactions, we propose a mediated moderation model, which delineates how coopetition moderates the relationship between collaborations and opportunism and whether interorganizational trust mediates the moderated relationship. The findings indicate that the interaction of collaborations and coopetition positively influences opportunism, and that this effect will be negatively mediated by interorganizational trust. The results highlight that simultaneous use of the coopetition strategy will impact the efforts on opportunism reduction and illustrate the importance of interorganizational trust in the coopetitive situation.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Fig. 1
Fig. 2

Similar content being viewed by others

References

  • Aiken LS, West SG (1991) Multiple regression. Testing and interpreting interactions. Sage, Newbury Park

    Google Scholar 

  • Akrout H, FallDiallo M (2017) Fundamental transformations of trust and its drivers: a multi-stage approach of business-to-business relationships. Ind Mark Manag 66:159–171

    Google Scholar 

  • Anderson E (1988) Transaction costs as determinants of opportunism in integrated and independent sales forces. J Econom Behav Organ 9:247–264

    Google Scholar 

  • Anderson E, Jap DS (2005) The dark side of close relationships. MIT Sloan Manag Rev 46(3):75–82

    Google Scholar 

  • Arrow KJ (1962) The economic implications of learning by doing. Rev Econ Stud 29:155–173

    Google Scholar 

  • Artz K, Brush TH (2000) Asset specificity, uncertainty and relational norms: an examination of coordination costs in collaborative strategic alliances. J Econ Behav Organ 41:337–362

    Google Scholar 

  • Baldwin ARG, Bengtsson M (2004) The emotional base of interaction among competitors—an evaluative dimension of cognition. Scand J Manag 20(1/2):75–102

    Google Scholar 

  • Barney JB, Hansen MH (1994) Trustworthiness as a source of competitive advantage. Strateg Manag J 15:175–190

    Google Scholar 

  • Baron RM, Kenny DA (1986) The moderator–mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. J Personal Soc Psychol 51(6):1173–1182

    Google Scholar 

  • Bengtsson M, Kock S (2014) Coopetition—quo vadis? Past accomplishments and future challenges. Ind Mark Manag 43(2):180–188

    Google Scholar 

  • Blumberg BF (2001) Efficient partner search, embedded firms seeking co-operative partners. J Math Soc 25(4):329–354

    Google Scholar 

  • Bouncken RB, Kraus S (2013) Innovation in knowledge-intensive industries: the double-edged sword of coopetition. J Bus Res 66(10):2060–2070

    Google Scholar 

  • Bouncken RB, Gast J, Kraus S, Bogers M (2015) Coopetition: a systematic review, synthesis, and future research directions. Rev Manag Sci 9(3):577–601

    Google Scholar 

  • Bouncken RB, Clauß T, Fredrich V (2016) Product innovation through coopetition in alliances: singular or plural governance? Ind Mark Manag 53:77–90

    Google Scholar 

  • Bouncken RB, Fredrich V, Ritala P, Kraus S (2017a) Coopetition in new product development alliances: advantages and tensions for incremental and radical innovation. Br J Manag 00(2017):1–20

    Google Scholar 

  • Bouncken RB, Laudien SM, Fredrich V, Görmar L (2017b) Coopetition in coworking-spaces: value creation and appropriation tensions in an entrepreneurial space. Rev Manag Sci. https://doi.org/10.1007/s11846-017-0267-7

    Article  Google Scholar 

  • Brandenburger AM, Nalebuff BJ (1996) Co-opetition. Doubleday, New York

    Google Scholar 

  • Brandenburger AM, Stuart G (1996) Value-based business strategy. J Econ Manag Strategy 5:5–24

    Google Scholar 

  • Brislin RW (1980) Translation and content analysis of oral and written material. In: Triandis HC, Berry JW (eds) Handbook of cross-cultural psychology methodology. Allyn and Bacon, Boston

    Google Scholar 

  • Bstieler L (2006) Trust formation in collaborative new product development. J Prod Inn Manag 23(1):56–72

    Google Scholar 

  • Caniëls CJM, Gelderman JC (2010) The safeguarding effect of governance mechanisms in inter-firm exchange: the decisive role of mutual opportunism. Br J Manag 21(1):239–254

    Google Scholar 

  • Carson SJ, Madhok A, Wu T (2006) Uncertainty, opportunism, and governance: the effects of volatility and ambiguity on formal and relational contracting. Acad Manag J 49(5):1058–1077

    Google Scholar 

  • Cartwright S, Cooper CL (1993) The role of culture compatibility in successful organizational marriage. Acad Manag Exec 7(2):57–70

    Google Scholar 

  • Castaldo S, Dagnino GB (2009) Trust and coopetition: the strategic role of trust in interfirm coopetitive dynamics. In: Dagnino G, Rocco E (eds) Coopetition strategy, theory, experiments and cases. Routledge, London

    Google Scholar 

  • Contractor FJ, Lorange P (1987) Co-operative strategies in international business. Lexington Books, Lexington

    Google Scholar 

  • Czakon W, Czernek K (2016) The role of trust-building mechanisms in entering into network coopetition: the case of tourism networks in Poland. Ind Mark Manag 57:64–74

    Google Scholar 

  • Czakon W, Mucha-Kuś K, Rogalski M (2014) Coopetition research landscape—a systematic literature review 1997–2010. J Econ Manag 17(2014):122–150

    Google Scholar 

  • Dagnino G, Rocco E (2009) Introduction—coopetition strategy. In: Dagnino D, Rocco E (eds) Coopetition strategy. Routledge, New York, pp 1–21

    Google Scholar 

  • Dahl J (2014) Conceptualizing coopetition as a process: an outline of change in cooperative and competitive interactions. Ind Mark Manag 43(2):272–279

    Google Scholar 

  • Das T, Teng B (1998) Between trust and control: developing confidence in partner cooperation in alliances. Acad Manag Rev 23(3):491–512

    Google Scholar 

  • Devece C, Ribeiro-Soriano DE (2017) Coopetition as the new trend in inter-firm alliances: literature review and research patterns. Rev Manag Sci. https://doi.org/10.1007/s11846-017-0245-0

    Article  Google Scholar 

  • Dillenbourg P, Baker M, Blaye A, O’Malley C (1996) The evolution of research on collaborative learning. In: Spada E, Reiman P (eds) Learning in humans and machine: towards an interdisciplinary learning science. Elsevier, Oxford, pp 189–211

    Google Scholar 

  • Dyer JH (1996) Specialized supplier networks as a source of competitive advantage, Evidence from the auto industry. Strateg Manag J 17(4):271–291

    Google Scholar 

  • Dyer JH (1997) Effective interfirm collaboration: how firms minimize transaction costs and maximize transaction value. Strateg Manag J 18:535–556

    Google Scholar 

  • Dyer JH, Chu W (2003) The role of trustworthiness in reducing transaction costs and improving performance: empirical evidence from the United States, Japan, and Korea. Organ Sci 14(1):57–68

    Google Scholar 

  • Dyer JH, Singh H (1998) The relational view: cooperative strategy and sources of interorganizational competitive advantage. Acad Manag Rev 23(4):660–680

    Google Scholar 

  • Edwards J, Lambert L (2007) Methods for integrating moderation and mediation: a general analytical framework using moderated path analysis. Psychol Methods 12(1):1–22

    Google Scholar 

  • Faems D, Janssens M, Madhok A (2008) Toward an integrative perspective on alliance governance: connecting contract design, trust dynamics, and contract application. Acad Manag J 51(6):1053–1078

    Google Scholar 

  • Fernandez A-S, Chiambaretto P (2016) Managing tensions related to information in coopetition. Ind Mark Manag 53:66–76

    Google Scholar 

  • Fernandez A-S, Le Roy F, Chiambaretto P (2017) Implementing the right project structure to achieve coopetitive innovation projects. Long Range Plann. https://doi.org/10.1016/j.lrp.2017.07.009

    Article  Google Scholar 

  • Filatotchev I, Allcock D (2010) Corporate governance and executive remuneration: a contingency framework. Acad Manage Perspect 24(1):20–33

    Google Scholar 

  • Ford D (1980) The development of buyer–seller relationships in industrial markets. Eur J Mark 14:339–354

    Google Scholar 

  • Fornell C, Larcker DF (1981) Evaluating structural equation models with unobservable variables and measurement error. J Mark Res 18(1):39–50

    Google Scholar 

  • Gast J, Filser M, Gundolf K, Kraus S (2015) Coopetition research: towards a better understanding of past trends and future directions. Int J Entrepr Small Bus 24(4):492–521

    Google Scholar 

  • Gee EP (2000) Coopetition, the new market milieu. J Healthc Manag 45(6):359–363

    Google Scholar 

  • Gimeno J (2004) Competition within and between networks: the contingent effect of competitive embeddedness on alliance formation. Acad Manag J 47:820–842

    Google Scholar 

  • Gnyawali DR, Charleton RT (2017) Divergence of coopetition research: bridging the conversations and shaping the research agenda. Acad Manag Proc. https://doi.org/10.5465/AMBPP.2017.12985abstract

    Article  Google Scholar 

  • Gnyawali DR, Madhavan R (2001) Cooperative networks and competitive dynamics: a structural embeddedness perspective. Acad Manag Rev 26:431–445

    Google Scholar 

  • Gnyawali DR, Park BJ (2009) Co-opetition and technological innovation in small and medium-sized enterprises: a multilevel conceptual model. J Small Bus Manag 47(3):308–330

    Google Scholar 

  • Gnyawali DR, Park BJR (2011) Coopetition between giants: collaborations with competitors for technological innovation. Res Policy 40(5):650–663

    Google Scholar 

  • Gnyawali DR, He J, Madhavan R (2008) Coopetition, promises and challenges. In: Wankel C (ed) 21st century management: a reference handbook. Sage, Thousand Oaks, pp 386–398

    Google Scholar 

  • Gulati R (1995) Does familiarity breed turst? The implications of repeated ties for contractual choice in alliances. Acad Manag J 38(1):85–112

    Google Scholar 

  • Gulati R, Nickerson JA (2008) Interorganizational trust, governance choice, and exchange performance. Organ Sci 19(5):688–708

    Google Scholar 

  • Gulati R, Wohlgezogen F, Zhelyazkov P (2012) The two facets of collaborations: cooperation and coordination in strategic alliances. Acad Manag Ann 6(1):531–583

    Google Scholar 

  • Hamel G (1991) Competition for competence and inter-partner learning within international strategic alliances. Strateg Manag J 12:83–103

    Google Scholar 

  • Hamel G, Doz YL, Prahalad CK (1989) Collaborate with your competitors and win. Harvard Bus Rev 53(1989):133–139

    Google Scholar 

  • Heiman BA, Nickerson JA (2004) Empirical evidence regarding the tension between knowledge sharing and knowledge expropriation in collaborations. Manag Decis Econ 25:401–420

    Google Scholar 

  • Helper S, MacDuffie JP, Sabel C (2000) Pragmatic collaborations: advancing knowledge while controlling opportunism. Ind Corp Change 9(3):443–488

    Google Scholar 

  • Henseler J, Ringle CM, Sarstedt M (2015) A new criterion for assessing discriminant validity in variance-based structural equation modeling. J Acad Mark Sci 43(1):115–135

    Google Scholar 

  • Hill CWL (1990) Cooperation, opportunism, and the invisible hand: implications for transaction cost theory. Acad Manag Rev 15(3):500–513

    Google Scholar 

  • Hoffmann WH, Neumann K, Speckbacher G (2010) The effect of interorganizational trust on make-or-cooperate decisions: disentangling opportunism-dependent and opportunism-independent effects of trust. Eur Manag Rev 7:101–115

    Google Scholar 

  • Hu L, Bentler PM (1998) Fit indices in covariance structure modeling: sensitivity to underparameterized model misspecification. Psychol Methods 3(4):424–453

    Google Scholar 

  • Hu L, Bentler PM (1999) Cutoff criteria for fit indexes in covariance structure analysis: conventional criteria versus new alternatives. Struct Equ Model 6(1):1–55

    Google Scholar 

  • Hult GTM, Ketchen DJ Jr, Griffith A, Finnegan CA, Gonzalez-Padron T, Harmancioglu Huang NY, Talay MB, Cavusgil ST (2008) Data equivalence in cross-cultural international business research: assessment and guidelines. J Int Bus Stud 39:1027–1044

    Google Scholar 

  • Ingram P, Yue LQ (2008) Structure, affect and identity as bases of organizational competition and cooperation. Acad Manag Ann 2(1):275–303

    Google Scholar 

  • Jap SD, Anderson E (2003) Safeguarding interorganizational performance and continuity under ex post opportunism. Manag Sci 49:1684–1701

    Google Scholar 

  • Jap SD, Robertson DC, Rindfleisch A, Hamilton R (2013) Low-stakes opportunism. J Mark Res 1:216–227

    Google Scholar 

  • John G (1984) An empirical investigation of some antecedents of opportunism in a marketing channel. J Mark Res 21:278–289

    Google Scholar 

  • Johnson JH Jr, Arya B, Mirchandani DA (2013) Global integration strategies of small and medium multinationals: evidence from Taiwan. J World Bus 48:47–57

    Google Scholar 

  • Kale P, Singh H (2009) Managing strategic alliances: what do we know now, and where do we go from here? Acad Manag Perspect 26(2):45–62

    Google Scholar 

  • Kale P, Singh H, Perlmutter H (2000) Learning and protection of proprietary assets in strategic alliances, building relational capital. Strateg Manag J 21(3):217–237

    Google Scholar 

  • Kenny DA, Kashy DA, Bolger N (1998) Data analysis in social psychology. In: Gilbert D, Fiske S, Lindzey G (eds) The handbook of social psychology. McGraw-Hill, Boston

    Google Scholar 

  • Khanna T, Gulati R, Nohria N (1998) The dynamics of learning alliances: competition, cooperation, and relative scope. Strateg Manag J 19(3):193–210

    Google Scholar 

  • Kogut B (1988) Joint ventures: theoretical and empirical perspectives. Strateg Manag J 9(4):319–332

    Google Scholar 

  • Kraus S, Meier F, Eggers F, Bouncken RB, Schuessler F (2016) Standardisation vs. adaption: a conjoint experiment on the influence of psychic, cultural and geographical distance on international marketing mix decisions. Eur J Int Manag 10(2):127–156

    Google Scholar 

  • Kraus S, Meier F, Niemand T, Bouncken RB, Ritala P (2017) In search for the ideal coopetition partner: an experimental study. Rev Manag Sci. https://doi.org/10.1007/s11846-017-0237-0

    Article  Google Scholar 

  • Lado AA, Boyd NG, Hanlon SC (1997) Competition, cooperation, and the search for economic rents: a syncretic model. Acad Manag Rev 22:110–141

    Google Scholar 

  • Lavie D (2007) Alliance portfolios and firm performance: a study of value creation and appropriation in the US software industry. Strateg Manag J 28:1187–1212

    Google Scholar 

  • Lechner C, Soppe B, Dowlin M (2016) Vertical coopetition and the sales growth of young and small firms. J Small Bus Manag 54(1):67–84

    Google Scholar 

  • Lee JJ (2013) Dancing with the enemy? Relational hazards and the contingent value of repeat exchanges in M&A markets. Organ Sci 24(4):1237–1256

    Google Scholar 

  • Levy M, Loebbecke C, Powell P (2003) SMEs, coopetition and knowledge sharing: the role of information systems. Eur J Inf Sys 12(1):3–17

    Google Scholar 

  • Li D, Eden L, Hitt AM, Ireland RD (2008) Friends, acquaintances, or strangers? Partner selection in R&D alliances. Acad Manag J 51(2):315–334

    Google Scholar 

  • Lioukas CS, Reuer JJ (2015) Isolating trust outcomes from exchange relationships: social exchange and learning benefits of prior ties in alliances. Acad Manag J 58(6):1826–1847

    Google Scholar 

  • Littler D, Leverick F, Bruce M (1995) Factors affecting the process of collaborative product development: a study of UK manufacturers of information and communications technology products. J Prod Innov Manag 12(1):16–32

    Google Scholar 

  • Luo Y (2005) Toward coopetition within a multinational enterprise: a perspective from foreign subsidiaries. J World Bus 40:71–90

    Google Scholar 

  • Luo Y (2006) Opportunism in inter-firm exchanges in emerging markets. Manag Organ Rev 2(1):121–147

    Google Scholar 

  • Lusch RF, Brown JR (1996) Interdependency, contracting, and relational behavior in marketing channels. J Mark 60(4):19–38

    Google Scholar 

  • MacDonald G, Ryall MD (2004) How do value creation and competition determine whether a firm appropriates value? Manag Sci 50(10):1319–1333

    Google Scholar 

  • Madhavan R, Gnyawali DR, He J (2004) Two”s company, three”s a crowd? Triads in cooperative–competitive networks. Acad Manag J 47:918–927

    Google Scholar 

  • Madhok A (1995) Opportunism and trust in joint venture relationships: an exploratory study and a model. Scand J Manag 11(1):57–74

    Google Scholar 

  • McCarter MW, Northcraft GB (2007) Happy together? Insights and implications of viewing managed supply chain as social dilemma. J Oper Manag 25:498–511

    Google Scholar 

  • Mead M (1976) Cooperation and competition among primitive people. Beacon, Boston

    Google Scholar 

  • Mindruta D (2013) Value creation in university-firm research collaborations: a matching Approach. Strateg Manag J 34(6):644–665

    Google Scholar 

  • Mukherji A, Francis JD (2008) Mutual adaptation in buyer-supplier relationships. J Bus Res 61(2):154–161

    Google Scholar 

  • Muller D, Judd MC, Yzerbyt YV (2005) When moderation is mediated and mediation is moderated. J Pers Soc Psychol 89:852–863

    Google Scholar 

  • Nes EB, Solberg CA, Silkoset R (2007) The impact of national culture on exporter–distributor relations. Int Bus Rev 16(4):405–424

    Google Scholar 

  • Nieto MJ, Santamaria L (2007) The importance of diverse collaborative networks for the novelty of product innovation. Technovation 27(6–7):367–377

    Google Scholar 

  • Nooteboom B, Berger H, Noorderhaven N (1997) Effects of trust and governance on relational risk. Acad Manag J 40(2):308–338

    Google Scholar 

  • Parkhe A (1993) Strategic alliance structuring: a game theoretic and transaction cost examination of interfirm cooperation. Acad Manag J 36(4):794–829

    Google Scholar 

  • Peng TA, Bourne M (2009) The coexistence of competition and cooperation between networks: implications from two Taiwanese healthcare networks. Br J Manag 20(3):377–400

    Google Scholar 

  • Pisano GP (1989) Using equity participation to support exchange: evidence from the biotechnology industry. J Law Econn Organ 5:109–126

    Google Scholar 

  • Podsakoff PM, MacKenzie SB, Lee J, Podsakoff NP (2003) Common method biases in behavioral research: a critical review of the literature and recommended remedies. J Appl Psychol 88:879–903

    Google Scholar 

  • Poppo L, Zenger T (2002) Do formal contracts and relational governance function as substitutes or complements? Strateg Manag J 23(8):707–725

    Google Scholar 

  • Poppo L, Zhou ZK, Ryu S (2008) Alternative origins to interorganizational trust: an interdependence perspective on the shadow of the past and the shadow of the Future. Organ Sci 19(1):39–55

    Google Scholar 

  • Preacher KJ, Hayes AF (2004) SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behav Res Methods 36(4):717–731

    Google Scholar 

  • Preacher KJ, Rucker DD, Hayes AF (2007) Addressing moderated mediation hypotheses: theory, methods, and prescriptions. Multivariate Behav Res 42:185–227

    Google Scholar 

  • Quintana-García C, Benavides-Velasco C (2004) Cooperation, competition, and innovative capability: a panel data of European dedicated biotechnology firms. Technovation 24(12):927–938

    Google Scholar 

  • Reuer J, Ariño A (2007) Strategic alliance contracts: dimensions and determinants of contractual complexity. Strat Manag J 28:313–330

    Google Scholar 

  • Ring PS, Van de Ven AH (1994) Developmental processes of cooperative interorganizational relationships. Acad Manag Rev 19:90–118

    Google Scholar 

  • Ritala P (2012) Coopetition strategy—when is it successful? Empirical evidence on innovation and market performance. Br J Manag 23(3):307–324

    Google Scholar 

  • Ritala P, Hurmelinna-Laukkanen P (2009) What’s in it for me? Creating and appropriating value in innovation-related coopetition. Technovation 29(12):819–828

    Google Scholar 

  • Ritala P, Hurmelinna-Laukkanen P (2013) Incremental and radical innovation in coopetition—the role of absorptive capacity and appropriability. J Prod Innov Manag 30(1):154–169

    Google Scholar 

  • Ritala P, Tidström A (2014) Untangling the value-creation and value-appropriation elements of coopetition strategy: a longitudinal analysis on the firm and relational levels. Scand J Manag 30:498–515

    Google Scholar 

  • Ritala P, Kraus S, Bouncken RB (2016) Introduction to coopetition and innovation: contemporary topics and future research opportunities. Int J Technol Manag 71(1–2):1–9

    Google Scholar 

  • Roschelle J, Teasley S (1995) The construction of shared knowledge in collaborative problem solving. In: O’Malley CE (ed) Computer supported collaborative learning. Springer, Heidelberg, pp 69–97

    Google Scholar 

  • Sanou FH, Le Roy F, Gnyawali DR (2016) How does centrality in coopetition networks matter? An empirical investigation in the mobile telephone industry. Bri J. Manag 27(1):143–160

    Google Scholar 

  • Schilke O, Cook KS (2013) A cross-level process theory of trust development in interorganizational relationships. Strateg Organ 11(3):281–303

    Google Scholar 

  • Seabright MA, Levinthal DA, Fichman M (1992) Role of individual attachments in the dissolution of interorganizational relationships. Acad Manag J 35(1):122–150

    Google Scholar 

  • Shrout PE, Bolger N (2002) Mediation in experimental and non-experimental studies: new procedures and recommendations. Psychol Methods 74:422–445

    Google Scholar 

  • Simonin LB (1999) Transfer of marketing know-how in international strategic alliances: an empirical investigation of the role and antecedents of knowledge ambiguity. J Int Bus Stud 30(3):463–490

    Google Scholar 

  • Smith KG, Carroll S, Ashford SJ (1995) Intra- and interorganizational cooperation: toward a research agenda. Acad Manag J 38(1):7–23

    Google Scholar 

  • Stadtler L, Van Wassenhove LN (2016) Coopetition as a paradox: integrative approaches in a multi-company, cross-sector partnership. Organ Stud 37(5):655–685

    Google Scholar 

  • Stuart TE (2000) Interorganizational alliances and the performance of firms: a study of growth and innovation rates in a high-technology industry. Strateg Manag J 21:791–811

    Google Scholar 

  • Tabachnick BG, Fidell LS (1996) Using multivariate statistics, 3rd edn. Harper Collins, New York

    Google Scholar 

  • Tangpong C, Hung K-T, Ro YK (2010) The interaction effect of relational norms and agent cooperativeness on opportunism in buyer–supplier relationships. J Oper Manag 28(5):398–414

    Google Scholar 

  • Teece DJ (1992) Competition, cooperation, and innovation: organizational arrangements for regimes of rapid technological progress. J Econ Behav Organ 18(1):1–25

    Google Scholar 

  • Tripsas M, Schrader S, Sobrero M (1995) Discouraging opportunistic behavior in collaborative R&D: a new role for government. Res Policy 24(1995):367–389

    Google Scholar 

  • Tsai W (2002) Social structure of “coopetition” within a multiunit organization, coordination, competition, and intraorganizational knowledge sharing. Organ Sci 13:79–190

    Google Scholar 

  • Wang L, Yeung JHY, Zhang M (2011) The impact of trust and contract on innovation performance: the moderating role of environmental uncertainty. Int J Prod Econ 134(1):114–122

    Google Scholar 

  • Williamson EO (1975) Markets and hierarchies. Free Press, New York

    Google Scholar 

  • Williamson EO (1979) Transaction-cost economics: the governance of contractual relations. J Law Econ 22:233–261

    Google Scholar 

  • Williamson EO (1985) The economic institutions of capitalism. The Free Press, New York

    Google Scholar 

  • Wuyts S, Geyskens I (2005) The formation of buyer–supplier relationships: detailed contract drafting and close partner selection. J Mark 69:103–117

    Google Scholar 

  • Yu P-L (2016). How does innovation curtail opportunism? Evidence from a symbiotic relationship in high-tech industry, Working paper

  • Zaheer A, Venkatraman N (1995) Relational governance as an interorganizational strategy: an empirical test of the role of trust in economic exchange. Strateg Manag J 16:373–392

    Google Scholar 

  • Zaheer A, McEvilly B, Perrone V (1998) Does trust matter? Exploring the effects of interorganisational and interpersonal trust and performance. Organ Sci 9(2):141–159

    Google Scholar 

  • Zerbini F, Castaldo S (2007) Stay in or get out of the Janus? The maintenance of multiplex relationships between buyers and sellers. Ind Mark Manag 36(7):941–954

    Google Scholar 

  • Zhang C, Cavusgil ST, Roath AS (2003) Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market? J Int Bus Stud 34(6):550–566

    Google Scholar 

  • Zhao X, Lynch JG Jr, Chen Q (2010) Reconsidering Baron and Kenny: myths and truths about mediation analysis. J Consum Res 37(2):197–206

    Google Scholar 

  • Zhou KZ, Xu D (2012) How foreign firms curtail local supplier opportunism in China, detailed contracts, centralized control, and relational governance. J Int Bus Stud 43:677–692

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. National University of Kaoshiung, 700, Kaohsiung University Rd., Nanzih District, Kaohsiung, 811, Taiwan

    Pei-Li Yu

Authors
  1. Pei-Li Yu
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Pei-Li Yu.

Rights and permissions

Reprints and permissions

About this article

Check for updates. Verify currency and authenticity via CrossMark

Cite this article

Yu, PL. Interfirm coopetition, trust, and opportunism: a mediated moderation model. Rev Manag Sci 13, 1069–1092 (2019). https://doi.org/10.1007/s11846-018-0279-y

Download citation

  • Received:

  • Accepted:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s11846-018-0279-y

Keywords

Mathematics Subject Classification

Search

Navigation