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The predictive value of behavioural characteristics on the success of strategic alliances

E. Vanpoucke and Ann Vereecke

Vlerick Leuven Gent Management School Working Paper Series from Vlerick Leuven Gent Management School

Abstract: An increasing number of companies are setting up strategic alliances with suppliers and customers. However, the majority of these alliances do not succeed. Our aim is to understand how different behavioural characteristics are associated with alliance success. We hypothesize that alliance attributes, communication behaviour and alliance management are predictors of cost and service benefits. Furthermore, we found that while alliance attributes are related with both cost and service benefits, communication behaviour and alliance management are only associated with service and cost benefits respectively. We also see that alliance attributes explain most of the variance of supply chain success and are thus better predictors of alliance success than other behavioural characteristics. Furthermore, we provide insight into the way managers can build up supply chain performance by setting up strategic alliances.

Keywords: Strategic alliances; Supply chain management; Operational performance (search for similar items in EconPapers)
Pages: 39 pages
Date: 2009-08-14
New Economics Papers: this item is included in nep-cse and nep-ppm
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