Developing relationships in strategic alliances : commitment to quality and cooperative

Research output: Journal PublicationsJournal Article (refereed)Researchpeer-review

52 Citations (Scopus)

Abstract

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.
Original languageEnglish
Pages (from-to)722-731
Number of pages10
JournalIndustrial Marketing Management
Volume34
Issue number7
DOIs
Publication statusPublished - 1 Oct 2005

Fingerprint

Suppliers
Strategic alliances
Goal interdependence
Alliances
Innovation
Strategic partnership
Synergy
Relationship development
Long-term orientation
Costs
China
Competitive advantage
Interdependence
Long-term relationships

Bibliographical note

Paper presented at the 20th Annual Industrial Marketing and Purchasing Conference (IMP), Sep 02-04, 2004, Copenhagen, Denmark.

Keywords

  • Strategic alliances; Quality; Goal interdependence; Long-term relationships

Cite this

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title = "Developing relationships in strategic alliances : commitment to quality and cooperative",
abstract = "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.",
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author = "WONG, {Shiu Ho, Alfred} and TJOSVOLD, {Dean William} and Pengzhu ZHANG",
note = "Paper presented at the 20th Annual Industrial Marketing and Purchasing Conference (IMP), Sep 02-04, 2004, Copenhagen, Denmark.",
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Developing relationships in strategic alliances : commitment to quality and cooperative. / WONG, Shiu Ho, Alfred; TJOSVOLD, Dean William; ZHANG, Pengzhu.

In: Industrial Marketing Management, Vol. 34, No. 7, 01.10.2005, p. 722-731.

Research output: Journal PublicationsJournal Article (refereed)Researchpeer-review

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AU - WONG, Shiu Ho, Alfred

AU - TJOSVOLD, Dean William

AU - ZHANG, Pengzhu

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AB - 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.

KW - Strategic alliances; Quality; Goal interdependence; Long-term relationships

UR - http://commons.ln.edu.hk/sw_master/1698

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JO - Industrial Marketing Management

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