Relational trust and new ventures’ performance: the moderating impact of national-level institutional weakness

  • Boris Bauke
  • Thorsten Semrau
  • Zheng Han


This study investigates the link between relational trust in exchange partners and new venture performance, and determines whether weakness in national-level formal institutions influences this link. Based on a sample of 203 entrepreneurs and their new ventures from Germany and China, findings reinforce the idea that new venture performance may profit from relational trust in exchange partners. However, interaction analyses also reveal that the performance implications of relational trust are contingent on the institutional context. The contributions and implications of these findings are discussed.


Relational trust Exchange relationships New venture performance Institutional environment Moderation analysis 


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Copyright information

© Springer Science+Business Media New York 2015

Authors and Affiliations

  1. 1.Leibniz University HanoverHanoverGermany
  2. 2.University of CologneKölnGermany
  3. 3.Sino-German School of Postgraduate Studies (CDHK)Tongji UniversityShanghaiChina

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