Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
10496360 | Industrial Marketing Management | 2005 | 10 Pages |
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.
Related Topics
Social Sciences and Humanities
Business, Management and Accounting
Marketing
Authors
Alfred Wong, Dean Tjosvold, Pengzhu Zhang,