The Role of Trust and Control in International Alliances: The Case of Laminam Japan

This thesis explores how trust and control interact in managing the impact of cultural differences on the governance of strategic international alliances, in a context defined by relational uncertainty and environmental uncertainty. To provide the theoretical background of the study, the first chapter introduces the firms’ internationalization processes, the main strategic decisions involved, and the different entry modes that can be chosen. The second chapter represents the core of the research, focusing on the main reasons for choosing international alliances as an entry mode in a foreign market, as well as on the importance of selecting the right partner while considering cultural differences, relational uncertainty, and environmental uncertainty. In this context, the interplay between trust and control is examined to better understand how alliance governance can be enhanced. Subsequently, the third chapter outlines the research methodology adopted, which refers to a qualitative survey based on the case study technique. The object of the case study is the equity joint venture formed by Laminam S.p.A., a ceramic tile company from the well-known Sassuolo ceramic tile district, and a Japanese partner. Finally, the fourth and last chapter presents and discusses the main survey results and related theoretical and managerial implications.