Interfirm multidimensional trust in firm internationalization

Purpose This paper focuses on interfirm multidimensional trust in high-tech firm internationalization. Firms (SMEs) that are small and resource-constrained collaborate with bridge-makers in the target markets in their quest for internationalization. Understanding how multidimensional trust develops between the firm and the bridge-maker is essential for a deeper understanding of firm internationalization. This paper aims to answer the two research questions: What dimensions of trust are crucial between the firm and the bridge-maker for enhancing firm internationalization? And what are the consequences of developing or not developing multidimensional trust between the firm and the bridge-maker for firm internationalization? Design/methodology/approach This paper uses the case study method and is based on five cases of firm internationalization into 135 foreign markets. Findings This paper found that external factors sometimes alter firm internationalization. However, if the partnership develops multidimensional trust, it enhances long-term partnership and firm internationalization. More specifically, the partnership starts with a contractual trust, but developing competence and goodwill, trust can enhance long-term partnership and positively affect firm internationalization. Originality/value To the best of the author’s knowledge, this is the first study to use a multidimensional trust framework to understand firm–bridge-maker collaboration and its implications for firm internationalization.