Developing business trust in government through resource exchange in China

Research output: Journal PublicationsJournal Article (refereed)peer-review

14 Citations (Scopus)


Local governments may convince businesses that the government is a reliable, effective partner by interacting with them constructively. Results from 119 pairs of officials and managers support the theorizing that when governments and businesses believe that their goals are cooperative, but not competitive, they engage in resource exchange; these ways of integrative interaction in turn lead businesses to conclude that the government is competent, caring, and able to regulate industry effectively. These results suggest that cooperative goals and resource exchange are important foundations for successful partnerships between governments and businesses in China and perhaps in other countries as well.
Original languageEnglish
Pages (from-to)1027-1043
Number of pages17
JournalAsia Pacific Journal of Management
Issue number4
Publication statusPublished - 1 Dec 2012


  • Confidence in government
  • Cooperative and competitive goals
  • Resource exchange


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