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| Author: | Schreiner, M. Kale, P. Corsten, D. |
| Title: | What really is alliance management capability and how does it impact alliance outcomes and success? |
| Journal: | Strategic Management Journal
2009 : DEC, VOL. 30:13, p. 1395-1419 |
| Index terms: | Germany Switzerland software service management alliances |
| Freeterms: | capabilities |
| Language: | eng |
| Abstract: | The question of how firms develop alliance capability has received greater attention by recent literature than the question of what elements actually comprise it. Thus, this study deals with the latter issue by building on prior research and on the fieldwork in order to conceptualize alliance management capability (herein as: a-m-cap.) as a multidimensional construct including three distinct aspects or skills to address the following aspects in managing a given individual alliance after it is up and running: 1. coordination, 2. communication, and 3. bonding. The conceptualization (here as: cncpn.) is tested in a framework linking also this capability to relevant outcomes at the alliance and firm level. Based on survey and secondary data from a large sample of interfirm relationships btw. software service providers and three major global software vendors (IBM, Microsoft, SAP), there is found general empirical support for the cncpn. of a-m-cap. and for its predictive validity in impacting certain alliance outcomes. |
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