Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques

Characteristics of partnership success: Partnership attributes, communication behavior, and... 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. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Strategic Management Journal Wiley

Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques

Strategic Management Journal, Volume 15 (2) – Feb 1, 1994

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Publisher
Wiley
Copyright
Copyright © 1994 John Wiley & Sons, Ltd.
ISSN
0143-2095
eISSN
1097-0266
DOI
10.1002/smj.4250150205
Publisher site
See Article on Publisher Site

Abstract

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.

Journal

Strategic Management JournalWiley

Published: Feb 1, 1994

References

  • Exchange and power in networks of interorganizational relations
    Cook, Cook
  • Conflicts: Productive and destructive
    Deutsch, Deutsch
  • Developing buyer–seller relationships
    Dwyer, Dwyer; Schurr, Schurr; Oh, Oh
  • Predicting organizational effectiveness from communication activities: A multiple indicator model
    Kapp, Kapp; Barnett, Barnett
  • The relative power of CEOs and boards of directors: Associations with corporate performance
    Pearce, Pearce; Zahra, Zahra
  • The contribution of formal planning to decisions
    Sinha, Sinha

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