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Article
Developing relationships in strategic alliances : commitment to quality and cooperative
Industrial Marketing Management
  • Shiu Ho, Alfred WONG, Lingnan University
  • Dean William TJOSVOLD, Lingnan University
  • Pengzhu ZHANG, Shanghai Jiaotong University
Document Type
Journal article
Publication Date
10-1-2005
Keywords
  • Strategic alliances; Quality; Goal interdependence; Long-term relationships
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.
DOI
10.1016/j.indmarman.2004.12.007
E-ISSN
18732062
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Citation Information
Wong, A., Tjosvold, D., & Zhang, P. (2005). Developing relationships in strategic alliances: Commitment to quality and cooperative. Industrial Marketing Management, 34(7), 722-731. doi: 10.1016/j.indmarman.2004.12.007