Dhaundiyal, Mayank and Coughlan, Joseph
(2022)
Extending alliance management capability in individual alliances in the post-formation stage.
Industrial Marketing Management, 102.
pp. 12-23.
ISSN 00198501
Abstract
Strategic alliances are increasingly important to firms, yet many alliances do not achieve their goals. This lack of
success can be attributed to poor mitigation of risks related to performance and to managing relationships.
Current conceptualizations of the capability to manage the post-formation stage of alliances overly focus on
mitigation of relationship management risks, and as a result do not fully address both types of risks. We draw on
Social Exchange theory, the Resource Based View and Transactions Costs Economics to extend the conceptual-
ization of alliance management capability (AMC) by adding specific justice-related activities and resource
management skills to the extant conceptualizations. We focus our attention on the post formation stage. We test
our hypotheses using a sample of 154 Indian firms engaged in strategic alliances in the IT industry and we find
support for our extended conceptualization of AMC and a strong positive association with alliance performance.
We also demonstrate that our extended conceptualization provides additional explanatory power in relation to
alliance performance than the original AMC. Implications for managers and opportunities for future research are
explored.
| Item Type: |
Article
|
| Keywords: |
Alliance management capability;
Organizational justice;
Risk management;
Resource management; |
| Academic Unit: |
Faculty of Social Sciences > School of Business |
| Item ID: |
17124 |
| Identification Number: |
https://doi.org/10.1016/j.indmarman.2021.12.011 |
| Depositing User: |
Joseph Coughlan
|
| Date Deposited: |
28 Apr 2023 11:21 |
| Journal or Publication Title: |
Industrial Marketing Management |
| Publisher: |
Elsevier |
| Refereed: |
Yes |
| URI: |
|
| Use Licence: |
This item is available under a Creative Commons Attribution Non Commercial Share Alike Licence (CC BY-NC-SA). Details of this licence are available
here |
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