Conditional on the decision to enter the market for immature technology, we test for the effects that trust—proxied by … survey responses from 860 university–firm and firm–firm technology transactions, we find that trust matters: parties with … high levels of trust (i.e. know each other from a previous business) are between 6 and 23 per cent more likely to conclude …

evidence confirming our predictions using data generated by an online survey conducted in Germany and Australia. …