Title
The influence of complementarity, compatibility, and relationship capital on alliance performance
Abbreviated Journal Title
J. Acad. Mark. Sci.
Keywords
COMPETITIVE ADVANTAGE; JOINT VENTURES; INTERORGANIZATIONAL; RELATIONSHIPS; STRATEGIC ALLIANCES; TRUST; COOPERATION; COMMITMENT; PARTNER; FIRM; INTEGRATION; Business
Abstract
Value creation through alliances requires the simultaneous pursuit of partners with similar characteristics on certain dimensions and different characteristics on other dimensions. Partnering firms need to have different resource and capability profiles yet share similarities in their social institutions. In this article, the authors empirically examine the impact of partner characteristics on the performance of alliances. In particular, they test hypotheses related to both direct impact of partner characteristics on alliance performance and indirect effects through relational capital aspects of the alliance. Empirical results based on a sample of alliances in the global construction contracting industry suggest that complementarity in partner resources and compatibility in cultural and operational norms have different direct and indirect effects on alliance performance. Accordingly, organizational routines aimed at partner selection need to be complemented by relationship management routines to maximize the potential benefits from an alliance.
Journal Title
Journal of the Academy of Marketing Science
Volume
29
Issue/Number
4
Publication Date
1-1-2001
Document Type
Article
Language
English
First Page
358
Last Page
373
WOS Identifier
ISSN
0092-0703
Recommended Citation
"The influence of complementarity, compatibility, and relationship capital on alliance performance" (2001). Faculty Bibliography 2000s. 8198.
https://stars.library.ucf.edu/facultybib2000/8198