Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques
The formation of partnerships between firms is becoming an increasingly common way for firms to find and maintain competitive advantage. While the antecedents of partnership formation and the characteristics of the resulting cooperative working relationship have been explored in the literature, an u...
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| Veröffentlicht in: | Strategic management journal 1994-02, Vol.15 (2), p.135-152 |
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| container_title | Strategic management journal |
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| creator | Mohr, Jakki Spekman, Robert |
| description | The formation of partnerships between firms is becoming an increasingly common way for firms to find and maintain competitive advantage. While the antecedents of partnership formation and the characteristics of the resulting cooperative working relationship have been explored in the literature, an understanding of characteristics associated with partnership success is lacking. Such an understanding is important in reconciling the prescriptions to form partnerships with the reality that a majority of such partnerships do not succeed. We hypothesize that partnership attributes, communication behavior, and conflict resolution techniques are related to indicators of partnership success (satisfaction and sales volume in the relationship). The hypotheses are tested with vertical partnerships between manufacturers and dealers. Results indicate that the primary characteristics of partnership success are: partnership attributes of commitment, coordination, and trust; communication quality and participation; and the conflict resolution technique of joint problem solving. The findings offer insight into how to better manage these relationships to ensure success. |
| doi_str_mv | 10.1002/smj.4250150205 |
| format | Article |
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While the antecedents of partnership formation and the characteristics of the resulting cooperative working relationship have been explored in the literature, an understanding of characteristics associated with partnership success is lacking. Such an understanding is important in reconciling the prescriptions to form partnerships with the reality that a majority of such partnerships do not succeed. We hypothesize that partnership attributes, communication behavior, and conflict resolution techniques are related to indicators of partnership success (satisfaction and sales volume in the relationship). The hypotheses are tested with vertical partnerships between manufacturers and dealers. Results indicate that the primary characteristics of partnership success are: partnership attributes of commitment, coordination, and trust; communication quality and participation; and the conflict resolution technique of joint problem solving. The findings offer insight into how to better manage these relationships to ensure success.</description><identifier>ISSN: 0143-2095</identifier><identifier>EISSN: 1097-0266</identifier><identifier>DOI: 10.1002/smj.4250150205</identifier><identifier>CODEN: SMAJD8</identifier><language>eng</language><publisher>Chichester: John Wiley & Sons, Ltd</publisher><subject>Alliances ; Applied sciences ; Arbitration ; Behavior ; Business strategies ; Characteristics ; Collaboration ; Communication ; Competition ; Competitive advantage ; Computer industry ; Conflict resolution ; Dyadics ; Exact sciences and technology ; Firm modelling ; Hypotheses ; Information sharing ; Manufactured products ; Manufacturing industries ; Marketing ; Operational research and scientific management ; Operational research. Management science ; Organizational behavior ; Partners ; Problem solving ; Regression analysis ; Sales volume ; Social exchange theory ; Strategic management ; Strategic partnership ; Strategic planning ; Studies ; Success</subject><ispartof>Strategic management journal, 1994-02, Vol.15 (2), p.135-152</ispartof><rights>Copyright 1994 John Wiley and Sons Limited</rights><rights>Copyright © 1994 John Wiley & Sons, Ltd.</rights><rights>1994 INIST-CNRS</rights><rights>Copyright Wiley Periodicals Inc. 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Mgmt. J</addtitle><description>The formation of partnerships between firms is becoming an increasingly common way for firms to find and maintain competitive advantage. While the antecedents of partnership formation and the characteristics of the resulting cooperative working relationship have been explored in the literature, an understanding of characteristics associated with partnership success is lacking. Such an understanding is important in reconciling the prescriptions to form partnerships with the reality that a majority of such partnerships do not succeed. We hypothesize that partnership attributes, communication behavior, and conflict resolution techniques are related to indicators of partnership success (satisfaction and sales volume in the relationship). The hypotheses are tested with vertical partnerships between manufacturers and dealers. 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The findings offer insight into how to better manage these relationships to ensure success.</description><subject>Alliances</subject><subject>Applied sciences</subject><subject>Arbitration</subject><subject>Behavior</subject><subject>Business strategies</subject><subject>Characteristics</subject><subject>Collaboration</subject><subject>Communication</subject><subject>Competition</subject><subject>Competitive advantage</subject><subject>Computer industry</subject><subject>Conflict resolution</subject><subject>Dyadics</subject><subject>Exact sciences and technology</subject><subject>Firm modelling</subject><subject>Hypotheses</subject><subject>Information sharing</subject><subject>Manufactured products</subject><subject>Manufacturing industries</subject><subject>Marketing</subject><subject>Operational research and scientific management</subject><subject>Operational research. Management science</subject><subject>Organizational behavior</subject><subject>Partners</subject><subject>Problem solving</subject><subject>Regression analysis</subject><subject>Sales volume</subject><subject>Social exchange theory</subject><subject>Strategic management</subject><subject>Strategic partnership</subject><subject>Strategic planning</subject><subject>Studies</subject><subject>Success</subject><issn>0143-2095</issn><issn>1097-0266</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>1994</creationdate><recordtype>article</recordtype><sourceid>K30</sourceid><sourceid>ABUWG</sourceid><sourceid>AFKRA</sourceid><sourceid>BENPR</sourceid><sourceid>CCPQU</sourceid><sourceid>DWQXO</sourceid><recordid>eNqFkk2PFCEQhjtGE8fVqycPHTWetscCGmj2ZiY6q1k_EjUeSTUNGcae7hFodf31MvZm_EjUEALhfd6qgqIo7hJYEgD6OO62y5pyIBwo8GvFgoCSFVAhrhcLIDWrKCh-s7gV4xYgb5VaFN9WGwxokg0-Jm9iObpyjyENNsSN35dxMsbGeFa--eUQUwq-nZKNp6UZd7tp8AaTH4eytRv87MdwWuLQZW1wvTepDDaO_fSDSNZsBv9psvF2ccNhH-2dq_WkeP_s6bvVeXXxev189eSiMrypecWEwgaF4AadJJI70rbC5QtIaDvOLIJzSFTHujw5YiMBDaOOdwCENo6dFI_muPswHvImvfPR2L7HwY5T1KwR-dEIyeD9P8DtOIUh16Ypy7pqBPwTorUSuWaZoQd_gwgDLiVv5IFazpQJY4zBOr0PfofhUhPQh5bq3FL9s6XZ8PAqLEaDvQs4GB-PrhqgpqzOmJqxL763l_8Jqt--fPFbinuzdxvTGI5eWjcijyxXs5x_i_16lDF81EIyyfWHV2st1-dSrZXUDfsOAGjLCA</recordid><startdate>199402</startdate><enddate>199402</enddate><creator>Mohr, Jakki</creator><creator>Spekman, Robert</creator><general>John Wiley & Sons, Ltd</general><general>John Wiley and Sons</general><general>Wiley</general><general>John Wiley</general><general>Wiley Periodicals Inc</general><scope>BSCLL</scope><scope>IQODW</scope><scope>AAYXX</scope><scope>CITATION</scope><scope>HNJIA</scope><scope>IBDFT</scope><scope>K30</scope><scope>PAAUG</scope><scope>PAWHS</scope><scope>PAWZZ</scope><scope>PAXOH</scope><scope>PBHAV</scope><scope>PBQSW</scope><scope>PBYQZ</scope><scope>PCIWU</scope><scope>PCMID</scope><scope>PCZJX</scope><scope>PDGRG</scope><scope>PDWWI</scope><scope>PETMR</scope><scope>PFVGT</scope><scope>PGXDX</scope><scope>PIHIL</scope><scope>PISVA</scope><scope>PJCTQ</scope><scope>PJTMS</scope><scope>PLCHJ</scope><scope>PMHAD</scope><scope>PNQDJ</scope><scope>POUND</scope><scope>PPLAD</scope><scope>PQAPC</scope><scope>PQCAN</scope><scope>PQCMW</scope><scope>PQEME</scope><scope>PQHKH</scope><scope>PQMID</scope><scope>PQNCT</scope><scope>PQNET</scope><scope>PQSCT</scope><scope>PQSET</scope><scope>PSVJG</scope><scope>PVMQY</scope><scope>PZGFC</scope><scope>3V.</scope><scope>7WY</scope><scope>7WZ</scope><scope>7X5</scope><scope>7XB</scope><scope>87Z</scope><scope>88C</scope><scope>88K</scope><scope>8A3</scope><scope>8BJ</scope><scope>8FI</scope><scope>8FJ</scope><scope>8FK</scope><scope>8FL</scope><scope>ABUWG</scope><scope>AFKRA</scope><scope>BENPR</scope><scope>BEZIV</scope><scope>CCPQU</scope><scope>DWQXO</scope><scope>FQK</scope><scope>FRNLG</scope><scope>FYUFA</scope><scope>F~G</scope><scope>GHDGH</scope><scope>JBE</scope><scope>K60</scope><scope>K6~</scope><scope>L.-</scope><scope>M0C</scope><scope>M0T</scope><scope>M2T</scope><scope>PQBIZ</scope><scope>PQBZA</scope><scope>PQEST</scope><scope>PQQKQ</scope><scope>PQUKI</scope><scope>Q9U</scope><scope>M0A</scope><scope>PRINS</scope><scope>PYYUZ</scope></search><sort><creationdate>199402</creationdate><title>Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques</title><author>Mohr, Jakki ; Spekman, Robert</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-LOGICAL-c5845-369a8a665caf7175f1bb6f00070bd53ea0ffa19d3d9d35aa870ac32f5d00128f3</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>1994</creationdate><topic>Alliances</topic><topic>Applied sciences</topic><topic>Arbitration</topic><topic>Behavior</topic><topic>Business strategies</topic><topic>Characteristics</topic><topic>Collaboration</topic><topic>Communication</topic><topic>Competition</topic><topic>Competitive advantage</topic><topic>Computer industry</topic><topic>Conflict resolution</topic><topic>Dyadics</topic><topic>Exact sciences and technology</topic><topic>Firm modelling</topic><topic>Hypotheses</topic><topic>Information sharing</topic><topic>Manufactured products</topic><topic>Manufacturing industries</topic><topic>Marketing</topic><topic>Operational research and scientific management</topic><topic>Operational research. 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The hypotheses are tested with vertical partnerships between manufacturers and dealers. Results indicate that the primary characteristics of partnership success are: partnership attributes of commitment, coordination, and trust; communication quality and participation; and the conflict resolution technique of joint problem solving. The findings offer insight into how to better manage these relationships to ensure success.</abstract><cop>Chichester</cop><pub>John Wiley & Sons, Ltd</pub><doi>10.1002/smj.4250150205</doi><tpages>18</tpages></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 0143-2095 |
| ispartof | Strategic management journal, 1994-02, Vol.15 (2), p.135-152 |
| issn | 0143-2095 1097-0266 |
| language | eng |
| recordid | cdi_proquest_miscellaneous_38650111 |
| source | Periodicals Index Online; JSTOR Archive Collection A-Z Listing |
| subjects | Alliances Applied sciences Arbitration Behavior Business strategies Characteristics Collaboration Communication Competition Competitive advantage Computer industry Conflict resolution Dyadics Exact sciences and technology Firm modelling Hypotheses Information sharing Manufactured products Manufacturing industries Marketing Operational research and scientific management Operational research. Management science Organizational behavior Partners Problem solving Regression analysis Sales volume Social exchange theory Strategic management Strategic partnership Strategic planning Studies Success |
| title | Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques |
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