Entrepreneurial Orientation and Acquisition of Alliance Management Practices: A Coopetition Perspective

Abstract

Abstract:

Alliance management practices refer to a series of experience, skills and processes used for alliance management, which is a particular type of firm knowledge. This study examines the relationship between entrepreneurial orientation and acquisition of alliance management practices. We also apply the coopetition perspective to examine how interpartner cooperation and competition (in terms of conflict) independently and collectively shape the focal relationship. Findings from a study of 205 Chinese firms with two key informants provide general support for the theoretical predictions and associated hypotheses. Specifically, entrepreneurial orientation facilitates the focal firm's acquisition of alliance management practices from partners. Cooperation strengths the relationship significantly, while conflict hasnon-significant effect on the relationship. Additionally, a configurational approach suggests that the combination of cooperation and competition shapes the relationship between entrepreneurial orientation and acquisition of alliance management practices significantly. Implications for theory and practice are discussed.

Key words: entrepreneurial orientation, alliance management practices, coopetition perspective, cooperation, conflict

Jiang Feifei, Jiang Xu, Zheng Zhiqing. Entrepreneurial Orientation and Acquisition of Alliance Management Practices: A Coopetition Perspective[J]. , 2016, 28(7): 226-235.

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