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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
Elsevier Inc.
  • Strategic alliances; Quality; Goal interdependence; Long-term relationships

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.

Funding Information
This work has been supported by the Research Grants Council of the Hong Kong Special Administrative Region, China (Project No. LC3004/98H) to the first two authors.
Publisher Statement
Copyright © 2005 Elsevier Inc. All rights reserved.
Additional Information
Paper presented at the 20th Annual Industrial Marketing and Purchasing Conference (IMP), Sep 02-04, 2004, Copenhagen, Denmark.
Full-text Version
Publisher’s Version
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