联盟管理实践获取与联盟成功：被调节的中介效应

近年来，企业间战略联盟在全世界范围内越来越普遍。联盟的高失败率使企业界和理论界人士开始关注如何实现联盟成功。在长期的联盟活动中，联盟企业都积累了各自独特的一整套被称为联盟管理实践的方法、流程和技能，以提高联盟管理能力、实现联盟预期目标。依据组织学习和关系理论，联盟企业能够从合作伙伴那里获取有价值的联盟管理实践并将其应用于自身的联盟管理活动，这一过程必然有益于联盟管理。然而，鲜有研究探讨联盟管理实践获取行为对联盟成功的影响。 基于以上考虑，引入联盟管理能力和共同行动两个概念，分别作为中介变量和调节变量，构建一个被调节的中介效应模型，以更好地揭示联盟管理实践获取对联盟成功的作用机理。为了检验上述被调节的中介效应模型及相关的作用机理，利用从中国大陆收集的调研数据进行实证研究。最终的样本包含205家联盟企业，且每家企业有两位关键信息提供者，综合采用逐步线性回归和被调节的路径分析方法验证假设。 研究结果表明，联盟管理实践获取通过联盟管理能力这一中介机制最终促进联盟成功，共同行动正向调节联盟管理能力与联盟成功的关系，存在假设中的被调节的中介效应。也就是说，联盟管理实践获取对联盟成功的影响需要通过提升联盟管理能力来实现；同时，联盟双方共同行动水平越高，这一过程越容易实现。 联盟管理实践获取为解释联盟成功的作用机理提供了一个新的视角，拓展了联盟管理能力方面的研究，尤其表现为同时关注联盟管理能力的前因和结果，将组织学习理论和关系理论统一整合到联盟成功研究的框架下，这可视为两大理论的创新性应用。此外，研究结果为现实中联盟企业实现联盟成功指出一条新路，即从合作伙伴处获取有价值的联盟管理实践以促进联盟成功。

Acquisition of Alliance Management Practices and Alliance Success: An Examination of Moderated Mediation Effects

Alliance Management Practices (AMP) refers to a set of methods, procedures and know-how used by firms to improve their alliance management capabilities and to achieve alliance goals. Drawing upon organizational learning theory and the relational view, this paper establishes a moderated-mediation model with alliance management capability as a mediator and joint action as a moderator to explain how AMP acquisition influences alliance success. Using data collected from 205 alliance firms in China with two key informants from each firm, we find that AMP acquisition enhances alliance success through the mediating effect of alliance management capability. The higher the degree of joint action between alliance firms, the stronger the positive mediating effect. However, the moderating effect of joint action on the direct relationship between AMP acquisition and alliance success is not statistically significant, which is the same case for the relationship between AMP acquisition and alliance management capability as well. The research results not only show a new way for alliance success, but also extend the content of organizational learning theory under the alliance background. Especially, the introduction of the variable joint action perfectly integrate the relational view and organizational learning theory, resulting in much better and complete understanding of the relationship between AMP acquisition and alliance success.