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Business interaction between competitors – towards a model for analyzing strategic alliances

Business interaction between competitors – towards a model for analyzing strategic alliances Purpose– The purpose of this paper is to understand the intercompetitor relationships response to the contextual developments, the interaction processes between participants and the relationship nature and outcomes. Design/methodology/approach– A model to study intercompetitor strategic alliances, within the theoretical realm of business relationships and industrial networks, is proposed. Methodological challenges related to this phenomenon are put forward and manners to overcome them are suggested. Findings– The proposed model encompasses four components: interaction context, relationship nature, interaction processes and relationship outcomes. The specificities of intercompetitor interaction are considered, leading to the inclusion of the relationship nature’s dimension that tackles the coopetition character of such relationships. Further, since the relational aspects of the relationship are highlighted, in relation to the economic exchanges’ characteristic of vertical relationships, it is expected, in the horizontal business interactions, that coordination processes prevail over adaptation processes. Originality/value– Strategic alliances established between competitors are a growing phenomenon that may entail many benefits to those involved in these relationships. Still, business interactions between competitors are not sufficiently investigated and conceptualized. It is argued that an enlarged view of intercompetitor relationships is attained by using a dyadic and network perspective. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png IMP Journal Emerald Publishing

Business interaction between competitors – towards a model for analyzing strategic alliances

Santos, Jose Novais; Baptista, Cristina Sales
IMP Journal , Volume 9 (3): 14 – Oct 19, 2015
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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
2059-1403
DOI
10.1108/IMP-07-2015-0038
Publisher site
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Abstract

Purpose– The purpose of this paper is to understand the intercompetitor relationships response to the contextual developments, the interaction processes between participants and the relationship nature and outcomes. Design/methodology/approach– A model to study intercompetitor strategic alliances, within the theoretical realm of business relationships and industrial networks, is proposed. Methodological challenges related to this phenomenon are put forward and manners to overcome them are suggested. Findings– The proposed model encompasses four components: interaction context, relationship nature, interaction processes and relationship outcomes. The specificities of intercompetitor interaction are considered, leading to the inclusion of the relationship nature’s dimension that tackles the coopetition character of such relationships. Further, since the relational aspects of the relationship are highlighted, in relation to the economic exchanges’ characteristic of vertical relationships, it is expected, in the horizontal business interactions, that coordination processes prevail over adaptation processes. Originality/value– Strategic alliances established between competitors are a growing phenomenon that may entail many benefits to those involved in these relationships. Still, business interactions between competitors are not sufficiently investigated and conceptualized. It is argued that an enlarged view of intercompetitor relationships is attained by using a dyadic and network perspective.

Journal

IMP Journal – Emerald Publishing

Published: Oct 19, 2015

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