What really is alliance management capability and how does it impact alliance outcomes and success
What really is alliance management capability and how does it impact alliance outcomes and success
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DOI：
10.1002/smj.790
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发表时间：
2009-12
影响因子：
1.1
通讯作者：
Melanie S Schreiner;P. Kale;D. Corsten
中科院分区：
文献类型：
--
作者：
Melanie S Schreiner;P. Kale;D. Corsten
战略学者断言，企业的联盟能力提供了竞争优势。随着对联盟能力的兴趣增加，我们看到出现了两种研究流，它们解决了与这一主题相关的不同但同样重要的问题：一种流专注于联盟能力如何在企业中发展，另一种流调查企业的联盟能力具体构成了什么要素。在最近的文献中，企业如何发展联盟能力的问题受到了更多的关注，而不是什么要素实际构成了联盟能力的问题；因此，在本研究中，我们深入探讨了后一个问题。我们通过建立在以前的研究和我们的实地工作的基础上来做到这一点，将联盟管理能力概念化为一个多维结构，包括三个不同但相关的方面或技能，以解决在给定的个体联盟启动和运行后管理该联盟的以下方面：协调、沟通和联系。然后，我们在一个框架中测试我们的概念化，该框架还将这种能力与联盟和公司层面的相关结果联系起来。我们使用了软件服务提供商和三大全球软件供应商之间的公司间关系的大样本调查和二手数据。我们发现，我们对联盟管理能力的概念化及其预测有效性在影响某些联盟结果方面得到了普遍的经验支持。版权所有©2009 John Wiley&Sons，Ltd.
Strategy scholars have asserted that a firm's alliance capability provides competitive advantage. As interest in alliance capability has grown, we see two streams of research emerge that address different, but equally important, issues related to this subject: one stream that focuses on how alliance capability develops in firms, and a second stream that investigates what elements specifically constitute a firm's alliance capability. In recent literature, the question of how firms develop alliance capability has received greater attention than the question of what elements actually comprise it; therefore, in this study we address the latter issue in great depth. We do this by building on prior research and on our fieldwork, to conceptualize alliance management capability as a multidimensional construct that comprises three distinct but related aspects or skills to address the following aspects in managing a given individual alliance after it is up and running: coordination, communication, and bonding. We then test our conceptualization in a framework that also links this capability to relevant outcomes at the alliance and firm level. We use survey and secondary data from a large sample of interfirm relationships between software service providers and three major global software vendors. We find general empirical support for our conceptualization of alliance management capability and for its predictive validity in impacting certain alliance outcomes. Copyright © 2009 John Wiley & Sons, Ltd.