CHARACTERISTICS OF PARTNERSHIP SUCCESS - PARTNERSHIP ATTRIBUTES, COMMUNICATION BEHAVIOR, AND CONFLICT-RESOLUTION TECHNIQUES

• 成果类型: Article
• 署名作者: MOHR, J; SPEKMAN, R
• 署名单位: University of Virginia
• 刊物名称: STRATEGIC MANAGEMENT JOURNAL
• ISSN/ISSBN: 0143-2095
• DOI: 10.1002/smj.4250150205
• 发表日期: 1994
• 页码: 135-152
• 关键词: STRATEGIC PARTNERSHIP; success; COMMUNICATION

摘要

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.