In search for the ideal coopetition partner: an experimental study

Sascha Kraus (), Fabian Meier (), Thomas Niemand (), Ricarda B. Bouncken () and Paavo Ritala ()
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Sascha Kraus: University of Liechtenstein
Fabian Meier: University of Liechtenstein
Thomas Niemand: University of Liechtenstein
Ricarda B. Bouncken: University of Bayreuth
Paavo Ritala: Laappeenranta University of Technology

Review of Managerial Science, 2018, vol. 12, issue 4, No 7, 1025-1053

Abstract: Abstract Coopetition (collaboration between competitors) has the potential to provide major benefits or losses to participating firms. Entering a partnership with a competitor is a strategic decision with potential long-term consequences rendering the choice of partner of key importance. Existing research has investigated partner’s strategic attributes, but not how the inter-organizational factors between coopetiting firms affect partner selection and on which layers those effects occur. We use a vignette study for reducing this gap, representing the first experimental study on the field of coopetition research. The results from our study from 874 evaluations of potential coopetition partnerships by key informants from Austria, Germany, Liechtenstein and Switzerland offer insights into how the possible partner’s role, resource alignment and the planned activity affect partner selection. The findings suggest that the partner’s role in the markets—i.e. whether it is a direct or an indirect competitor—is critical in partner selection. The planned activity and resource configuration is also found to influence the evaluation of possible coopetition partners. Overall, the results of this first experimental study in coopetition research provide important implications to both theory and practice.

Keywords: Coopetition; Partner selection; Experiment (search for similar items in EconPapers)
JEL-codes: D74 L10 L26 (search for similar items in EconPapers)
Date: 2018
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Citations: View citations in EconPapers (11)

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DOI: 10.1007/s11846-017-0237-0

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