Developing relationships in strategic alliances : commitment to quality and cooperative

Shiu Ho, Alfred WONG; Dean William TJOSVOLD; Pengzhu ZHANG

doi:10.1016/j.indmarman.2004.12.007

Developing relationships in strategic alliances : commitment to quality and cooperative

Shiu Ho, Alfred WONG
, Dean William TJOSVOLD
, Pengzhu ZHANG

Department of Management

Research output: Journal Publications › Journal Article (refereed) › peer-review

78 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 language	English
Pages (from-to)	722-731
Number of pages	10
Journal	Industrial Marketing Management
Volume	34
Issue number	7
DOIs	https://doi.org/10.1016/j.indmarman.2004.12.007
Publication status	Published - 1 Oct 2005

Bibliographical note

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

Funding

This work has been supported by the Research Grants Council of the Hong Kong Special Administrative Region, China (Project No. LC3004/98H) to the first two authors. The authors appreciate the able assistance of Zhang Wen Ji at Xian Jiatong University.

Keywords

Strategic alliances
Quality
Goal interdependence
Long-term relationships

Access to Document

10.1016/j.indmarman.2004.12.007

Cite this

@article{20acfbd5581c42fb89ec4bb59fd71ffc,

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.",

keywords = "Strategic alliances, Quality, Goal interdependence, Long-term relationships",

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.",

year = "2005",

month = oct,

day = "1",

doi = "10.1016/j.indmarman.2004.12.007",

language = "English",

volume = "34",

pages = "722--731",

journal = "Industrial Marketing Management",

issn = "0019-8501",

publisher = "Elsevier Inc.",

number = "7",

}

TY - JOUR

T1 - Developing relationships in strategic alliances : commitment to quality and cooperative

AU - WONG, Shiu Ho, Alfred

AU - TJOSVOLD, Dean William

AU - ZHANG, Pengzhu

N1 - Paper presented at the 20th Annual Industrial Marketing and Purchasing Conference (IMP), Sep 02-04, 2004, Copenhagen, Denmark.

PY - 2005/10/1

Y1 - 2005/10/1

N2 - 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.

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

KW - Quality

KW - Goal interdependence

KW - Long-term relationships

UR - https://www.scopus.com/pages/publications/23644451771

U2 - 10.1016/j.indmarman.2004.12.007

DO - 10.1016/j.indmarman.2004.12.007

M3 - Journal Article (refereed)

SN - 0019-8501

VL - 34

SP - 722

EP - 731

JO - Industrial Marketing Management

JF - Industrial Marketing Management

IS - 7

ER -

Developing relationships in strategic alliances : commitment to quality and cooperative

Abstract

Bibliographical note

Funding

Keywords

Access to Document

Other files and links

Fingerprint

Cite this