Title

Developing relationships in strategic alliances : commitment to quality and cooperative

Document Type

Journal article

Source Publication

Industrial Marketing Management

Publication Date

10-1-2005

Volume

34

Issue

7

First Page

722

Last Page

731

Keywords

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

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.

DOI

10.1016/j.indmarman.2004.12.007

Print ISSN

00198501

E-ISSN

18732062

Publisher Statement

Access to external full text or publisher's version may require subscription.

Full-text Version

Publisher’s Version

Recommended Citation

Wong, A., Tjosvold, D., & Zhang, P. (2005). Developing relationships in strategic alliances: Commitment to quality and cooperative. Industrial Marketing Management, 34(7), 722-731. doi: 10.1016/j.indmarman.2004.12.007