Alliance Management Practices for Higher Trust, Commitment and Inter-Organizational Relationship Performance: Evidence from Travel Companies in Vietnam

Abstract

Vietnam tourism experienced impressive growth from 2008–2019, but it has weakened due to the impact of the pandemic up to the present. So, what should the travel companies and their partners do to overcome the crisis caused by the COVID-19 pandemic? This paper aims to identify what alliance management practices (AMP) factors help improve the inter-organizational relationship performance (IORP) between travel companies and their partners through the mediating roles of trust and commitment. A quantitative approach was applied with data collection from representatives of 319 SMEs of travel companies and the PLS-SEM was used to test the hypotheses. The findings indicated that trust, commitment, coordination, and frequency of interaction directly affect IORP, and simultaneously, communication and participation have indirect impacts on IORP. This study provides suggestions for all tourism companies to be aware of the need to form relationships with other partners to sustainably survive and develop together.

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