Trust, Investment, and Business Contracting

Abstract How does trust affect business contracting at the firm level? We analyze the case of foreign high-tech companies investing in China, where the risk of expropriation of their intellectual property is high. We find that firms mitigate this type of risk by taking local trustworthiness into account when making investment decisions. Firms prefer to invest in regions where local partners and employees are considered more trustworthy; they are also more likely to establish joint ventures and to make greater research and development investments. We employ instrumental variable regressions and dynamic panel generalized method of moments estimators to alleviate endogeneity concerns and control for time-invariant heterogeneity.