战略联盟内部的相互信任及其建立机制

战略联盟是近年来涌现的企业发展战略中极为重要的一种组织形式,也是管理理论界探讨的热门话题之一。本文探讨了战略联盟内部成员企业在组建和运转过程中的相互信任问题,剖析了战略联盟内部相互信任的定义、作用及其形式,并提出了建立相互信任的各种措施。     

联盟企业的战略导向与知识获取——控制机制使用的中介与干预作用

探讨了联盟企业的控制机制使用对于其战略导向与知识获取间关系的中介与干预作用.目的在于揭示不同控制机制使用对于联盟企业的战略导向与知识获取间关系的影响效果及作用机制.通过对389家联盟企业的实证研究发现,信任控制是市场导向与知识获取的中介变量,也是企业家导向与知识获取的正干预变量;契约控制是企业家导向与知识获取的中介变量,却不是市场导向与知识获取的负干预变量.该项研究结论对于发展战略联盟管理文献、促进联盟企业的知识获取具有重要的理论价值与实践指导意义.     

The Role of Trust and Contractual Safeguards on Cooperation in Non-equity Alliances

Because partners may behave opportunistically in alliances, contractual safeguards or trust between partners are necessary for successful outcomes. However, it remains controversial whether safeguards and trust substitute or complement each other. Drawing on transaction cost theory, this study conceptualizes both contractual safeguards and trust as important control mechanisms in non-equity alliances, and develops a model that relates contractual safeguards and trust to cooperative outcomes. We test our hypotheses with data collected from 233 architect-contractor partnerships in Hong Kong. The results show that the relationship between contractual safeguards and cooperative outcomes depends on both the level and type of trust.     

战略联盟竞合行为的随机突变分析与仿真

针对多成员战略联盟在不确定环境下策略的演化过程,借助演化博弈论建立了含有白噪声的随机动力学。利用随机突变理论来分析在不确定性条件下,联盟成员行为(竞争或合作)随着参数的连续变化在整体上发生突变的问题,给出了联盟发生突变的临界集,以此来解释和预测在不确定性环境下,战略联盟发生非计划性解体或者合作失败的突发性问题。对不同场景下的模型进行了数值仿真,结果表明,在临界集附近,联盟集体的行为发生了突变。     

Cooperation and Knowledge Transfer within Buyer–Supplier Relationships: The Moderating Properties of Trust,Relationship Duration and Supplier Performance*

This paper examines the effect of relational factors on knowledge transfer within strategic buyer–supplier exchange. Prior research examining inter‐firm knowledge transfer has focused almost exclusively on horizontal forms of governance such as strategic alliances and joint ventures, whilst research on vertical forms, such as buyer–supplier relationships, is limited. We test the effect of four important relational properties: cooperation, trust, relationship duration and supplier performance. Quantitative data, gathered from 104 UK manufacturing firms in eight industry sectors, are used to analyse the hypothesized relationships through a moderated hierarchical regression model. Our study provides support for the importance of considering relational factors in the transfer of knowledge at the inter‐organizational level. In particular, the results indicate that knowledge transfer is positively influenced by the extent of cooperation, but that this relationship is moderated by the level of trust and the performance of the supplier firm. Managerial implications for these findings and future directions for research are then offered.     

MNC–SME strategic alliances — A model framing knowledge value as the primary predictor of governance modal choice

This paper addresses a deficit in research on strategic alliance formation which, as noted by Gulati (1998) [Gulati, R., 1998. Alliances and networks. Strategic Management Journal 19, 293–317], has resulted in little attention being given to transaction costs and knowledge-based imperatives for alliance formation. In addition, Contractor and Ra (2002) [Contractor, F.J., Ra, W., 2002. How knowledge attributes influence alliance governance choices: a theory development note. Journal of International Management 8, 11–27] illustrated that theory on governance modal choice from the perspective of transactions costs and knowledge characteristics is underdeveloped, thereby proposing an interactive model predicting governance modal choice in an attempt to redress this imbalance. Using a multiple case study methodology the present study examines the important aspects of governance mode and knowledge exchange in strategic alliances between a multi-national corporation (MNC) and small and medium enterprises (SMEs). In doing so this paper qualifies the model proposed by Contractor and Ra (2002) [Contractor, F.J., Ra, W., 2002. How knowledge attributes influence alliance governance choices: a theory development note. Journal of International Management 8, 11–27], suggesting a model framing knowledge value as the primary predictor of governance modal choice as an appropriate framework to evaluate both the knowledge exchange relationships and governance modal choice relationships between MNCs and SMEs. Thus this paper advances theory on the motives for alliances, specifically, the effect on governance modal choice of a company's desire to acquire or access knowledge. In addition the paper furthers theory on organisational learning and absorptive capacity focusing on their influence on governance mode, in the context of management strategy.     

Managing Instability in Cross-Cultural Alliances

Cross-cultural alliances and the global reach that they can offer would appear to be the strategic answer to companies’ international ambitions. Yet many alliances are doomed to failure because of tensions between the partners. This paper takes a case study approach to explore why instability can emerge in cross-cultural ventures. The examples involve two Japanese joint ventures with local partners in the UK and in Malaysia. The authors find that key factors affecting stability are trust, conflict and dependence. The relative importance of these factors varies according to partner nationality: the main driver for joint venture stability for the Japanese is trust; for the British it is dependence; while in the Chinese Malaysian’s case both trust and dependence are important.     

Knowledge Accession and Knowledge Acquisition in Strategic Alliances: The Impact of Supplementary and Complementary Dimensions

This paper advances the concepts of knowledge accession and knowledge acquisition in strategic alliances by identifying supplementary and complementary dimensions to these knowledge transfer modes. Complementary knowledge transfer reflects the similarity of knowledge that the partners have and is conducted in pursuit of higher efficiency and productivity to enhance partner firms' existing competitiveness. Supplementary knowledge transfer occurs when partners each possess distinctive core competences and the information that is acquired or accessed increases the business scope of partners. As knowledge accession entails knowledge amalgamation that does not involve organizational learning, costs associated with the transfer process are lower and trust is easier to establish than in the case of knowledge acquisition. The paper reviews the implications of these transfer modes on trust building in alliances and their costs implications and presents a number of propositions for further exploration.     

联盟控制方式对伙伴知识获取的影响研究:来自我国医院间联盟的证据

越来越多的组织依赖于战略联盟作为知识获取的平台,但理论研究对于不同类型的联盟控制方式如何影响伙伴知识获取仍然关注不足。本文采用一般组织理论分析方法,探讨正式的契约控制和非正式的信任机制对伙伴知识获取的直接与交互作用。来自国内190家联盟医院的数据分析表明,善意信任、能力信任促进了伙伴的知识获取,而契约控制与知识获取间呈现先增强后减弱的非线性关系。此外,有关交互效应的统计结果表明,善意信任与契约控制在促进伙伴知识获取的过程中相互替代,而能力信任与契约控制则互为补充。     

Strategic technology alliance termination: An empirical investigation

There is growing consensus that overall alliance termination rates are high. However, despite this track record of termination and despite unsurpassed growth rates of strategic technology alliances, little is known about the reasons for their termination. Typically strategic alliances have been characterized as inherently instable, i.e. often involving unplanned and premature termination of the alliance by partnering firms indicating alliance failure. The literature on strategic technology alliances, however, proposes that alliance termination does not always indicate failure, but can be intended and can be a sign of strength. We examine these different perceptions by using a sample of 48 strategic technology alliances in different high-technology industries. The findings in the paper confirm that the rates of termination are rather high for strategic technology alliances. Overall, we found that in particular negative prospects about future cooperation, negative perceptions about joint benefits and the lack of a win-win situation had an impact on the decision to terminate a strategic technology alliance. Also, the fact that some companies opt only for short-term (not for long-term and renewed) cooperation seems to introduce a negative factor into the longevity of strategic technology alliances.     

基于合作溢出的战略联盟不稳定性研究

战略联盟的不稳定性与专有核心资源的共享及其溢出有关。在一个专业化理论模型中,专有核心资源共享和溢出能够带来专业化分工的经济性和成员核心竞争力的提升,这同时打破了事前的竞争力平衡状态,从而引发了成员间争夺和防护最大化溢出的合作冲突。在信息对称的情况下,战略联盟是一个“囚犯困境”,不稳定性由这一博弈的均衡结果来反映,而在信息不对称时,最优溢出量的相机决策建立在对对方溢出量的预期和事先竞争力对比的基础上,由于联盟成员之间的激励不相容,当合作变成不可置信承诺以及市场价格波动时,联盟也是不稳定的。     

The stability of strategic alliances: Characteristics, factors and stages

This paper presents a theoretical framework for understanding the evolutionary dynamics of strategic alliances. Using an integrated process model, we analyze the conceptual characteristics and antecedents of the stability of strategic alliances. The primary purpose of this study is to (1) conceptualize and characterize alliance stability to fill the academic gap in the literature, and (2) identify a range of endogenous factors underlying alliance stability across four developmental stages — partner selection, structuring/negotiation, implementation and performance evaluation — so as to fill the managerial relevance gap. From the discussion, we develop a number of propositions to facilitate future empirical testing of our conceptual model. Finally, we indicate some key implications for theoretical research and managerial practice.     

A Review of Antecedents of International Strategic Alliance Performance: Synthesized Evidence and New Directions for Core Constructs

This paper provides a systematic review of 165 empirical studies on the antecedents of performance in international strategic alliances. It provides the most detailed display of definitions, rationales, measures and findings currently available. Hence, this state‐of‐the art literature review creates an accessible pool of knowledge that is highly relevant for future research on international strategic alliances. Further, it draws on this knowledge pool to build a model which highlights the quite different rationales advanced by researchers to explain associations between the antecedents and performance. The model makes the different rationales explicit and will aid researchers in identifying tests that can be performed to examine the links between antecedents and performance as well as the mechanisms through which such associations operate. Finally, the synthesized evidence is used to suggest that researchers should give increased attention to achieving congruence between measures of antecedents and performance.     

基于获取决策优先权的零售商战略联盟效益分析

对于由一个供应商和多个零售商组成的单一产品、单周期供应链,在确定型市场、零售商成本对称以及供应商具有关于零售商成本结构完全信息的情况下,考虑了同时带来运作成本与决策权分配变化(基于获取决策优先权)的零售商定货数量决策联盟。利用博弈论方法,研究了获取决策优先权的零售商战略联盟对参与联盟的零售商、未参与联盟的零售商、供应商以及供应链整体收益的影响。证明这种零售商战略联盟不可能使供应链中所有成员都同时增加收益。但在一定的条件下,联盟能实现某种部分"多赢";使供应链整体、供应商和参与联盟的零售商收益增加,或使供应商和参与联盟的零售商收益增加。     

Competing and Cooperating Similarity in Global Strategic Alliances: An Exploratory Examination

We used two variables, competing similarity and cooperating similarity, in developing a comprehensive model that forces a simultaneous treatment of partner characteristics and partner capabilities in global strategic alliances. An empirical test of this model on a sample of 70 global strategic alliances indicated mixed support for our hypotheses, and suggested that competing similarity has a negative effect and cooperating similarity has a positive effect on alliance outcomes. Findings also show that deliberate 'relational efforts' mitigate the frictional effects of differences in partner characteristics.     

Competition,formal governance and trust in alliances: An experimental study

We study the role of alliance governance in the behavior of partners in alliances with different degrees of competition. Using data from a lab experiment on 1,009 alliances and 31,662 partners' choices, we explore whether and how alliances succeed in different competitive scenarios, contingent on the use of formal governance mechanisms (termination clauses) and the number of partners in the alliance. We find that trust, an informal governance mechanism, emerges as a complement to formal governance in order to establish success in our experimental alliances, especially when competition is high. In particular, we document the significance of “trust-building” in initial stages and “trust repair” in later stages of our experimental alliances.     

基于资源风险的战略联盟结构模式选择

综合考虑各种资源的特性以及从风险产生的基础和决定风险的根本因素是公司投入的 资源的角度,提出将资源和风险整合,分析战略联盟的结构模式选择问题. 通过对资源、风险、 战略联盟的结构模式分类,建立了反映资源—风险—结构模式选择三者间关系的概念模型及 其相关的判断假说,并运用因子分析及结构方程的方法对所提出的假说进行验证. 研究结论认 为:资源、风险和战略联盟结构模式的选择偏好之间确实存在着紧密的联系. 公司管理者对战 略联盟结构模式选择偏好受到管理者对未来公司在战略联盟中风险的主观评价的影响,而公 司对战略联盟投入的资源是影响公司对风险主观评价的重要因素.     

Motivations for Environmental Alliances: Generating and Internalizing Environmental and Knowledge Value

Environmental alliances are a common response to societal sustainability demands. In environmental alliances, firms collaboratively exploit and explore environmental technologies to address market opportunities while simultaneously generating positive environmental impacts. A striking idiosyncrasy is that in addition to economic value, environmental alliances generate two types of external value: environmental value from positive effects on air, water, land and biodiversity, and knowledge value from innovations in environmental technologies. Research on motivations for environmental alliances is dispersed and underdeveloped compared to the well‐established literature on motivations for strategic alliances that emphasize economic value. This study therefore develops a classification of motivations for environmental alliances by combining the literature on strategic alliances and that on environmental and knowledge value. The resulting classification includes motivations for environmental alliances to generate environmental and knowledge value as well as motivations to create economic value by internalizing environmental and knowledge value. A systematic review of 123 articles on environmental inter‐firm alliances identifies specific motivations to populate the new classification. We show that alliance partners are motivated to share sustainable resources, reduce sustainability risk, respond to stakeholders or invest in specific sustainable assets to generate external value. They collaborate to reduce costs or enhance competitive advantage, reputation or legitimacy to internalize external value. The resource‐based view, resource‐dependence view, institutional theory and transaction cost economics have not previously distinguished between motivations to generate and internalize external value. We extend their area of application from strategic alliances to environmental alliances, and thus beyond the exclusive pursuit of economic value.     

The Alliance formation process

While interest in developing strategic alliances within the food system continues to increase, there remains considerable risk when firms adopt such a cooperative strategy. The risk is due in part to the lack of concrete guidelines that illustrate the steps or stages of alliance development and the important strategic and operational decisions required at each stage. The existence of such guidelines would facilitate alliance formation and enable managers and researchers to better understand alliance practice. This paper provides an alliance formation model that incorporates the process of alliance formation with the strategic and operational considerations required for long term success. The model can be used by managers and academicians to develop and understand alliances.