Organizations are using strategic alliances to develop competitive advantages in quality, innovation, and cost. To capture the potential synergies of these alliances requires that the partners develop long-term relationships. This study develops a model of strategic alliance relationship development based on the theory of cooperative and competitive goal interdependence. Thirty pairs of supplier and customer organizations in Xian, China participated in a survey where the supplier indicated the commitment and goal interdependence and the customer rated the relationship's long-term orientation. Results suggest that the commitment by both supplier and customer organizations to quality develop cooperative interdependence, which leads to effective strategic partnerships.
|Number of pages||10|
|Journal||Industrial Marketing Management|
|Publication status||Published - 1 Oct 2005|
Bibliographical notePaper presented at the 20th Annual Industrial Marketing and Purchasing Conference (IMP), Sep 02-04, 2004, Copenhagen, Denmark.
- Strategic alliances; Quality; Goal interdependence; Long-term relationships