Signaling Trustworthiness to Stakeholders: International vs. Domestic Entrepreneurs

Carmen Virues, Maria Velez and Jose M. Sanchez
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Carmen Virues: University of Cadiz, Gta. Carlos Cano s/n, 11002 Cadiz, Spain
Maria Velez: University of Cadiz, Gta. Carlos Cano s/n, 11002 Cadiz, Spain
Jose M. Sanchez: University of Cadiz, Gta. Carlos Cano s/n, 11002 Cadiz, Spain

Sustainability, 2019, vol. 11, issue 7, 1-22

Abstract: This study focuses on how domestic and international entrepreneurs convince stakeholders that they are trustworthy. Drawing on the signaling theory, this paper explores how both types of entrepreneurs send signals, displaying a specific behavioral pattern, in order to communicate information regarding their abilities, benevolence, and integrity. Thus, it analyzes whether international and domestic entrepreneurs signal, in a similar manner, their trustworthiness. Likewise, it explores whether there are differences depending on the stakeholder type and setting. We analyzed 16 different case studies, focusing on the point of view of the entrepreneur, suggesting a specific common set of relevant trustworthy antecedents, such as motives, alignment, interpersonal, functional, and specific competences. Our results identify two trustworthy patterns that show varying signals sent across stakeholders by each entrepreneur type. Our approach allows for identifying specific behavioral schemes for each stakeholder group.

Keywords: entrepreneur trustworthiness; stakeholder trust; trustworthiness signal; international and domestic entrepreneur (search for similar items in EconPapers)
JEL-codes: O13 Q Q0 Q2 Q3 Q5 Q56 (search for similar items in EconPapers)
Date: 2019
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