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The purpose of this paper is propose a strategic framework for understanding interpartner negotiation dynamics in alliances.

The authors define interpartner negotiations as a process of reconciling and integrating the interests of the partners in an alliance, and consider four types of interpartner negotiation strategies – problem solving, contending, yielding, and compromising – and then discuss the dynamics of these negotiation strategies in the formation, operation, and outcome stages of alliance development.

The framework makes clear that the four types of interpartner negotiation strategies identified in the article need to be appreciated as having differential impact at each stage of alliance development.

As interpartner negotiations occur at all stages of alliance evolution, future research may seek to empirically assess the impact of different interpartner negotiation strategies.

The paper discusses how alliance managers can deploy effective interpartner negotiation strategies for achieving alliance objectives at each of the three developmental stages.

The article responds to the need of managers with alliance responsibilities for a framework to help identify and exploit the most effective ways to conduct interpartner negotiations in alliances for productive interactions at different alliance development stages.

The paper seeks to propose a framework for examining the dynamics of learning in the various stages of alliance development.

The three kinds of learning in alliances are described – namely, content, partner‐specific, and alliance management – and the saliences and implications of particular types of learning in different alliance stages are discussed.

The framework makes clear that alliance learning varies according to the stages of the alliance developmental process (formation, operation, outcome), and that different types of learning have different strategic implications.

Briefly, content learning augments the collective strengths of the alliance, partner‐specific learning (i.e. learning about a partner as opposed to learning from a partner) is crucial in determining whether or not an alliance gets formed, and alliance management learning helps build the confidence of the alliance partners in managing alliances.

The article responds to the need of managers with alliance responsibilities for a framework to help identify and exploit the most effective types of learning opportunities, vis‐à‐vis partners and the alliance as a whole, during the specific alliance development stages of formation, operation, and outcome.

Alliances are unstable and while a number of explanations have been offered for understanding instability a motivational oriented approach remains underdeveloped. This paper seeks to provide a motivational oriented explanation for understanding alliance instability. Firms may enter into an alliance either with a promotion or a prevention mind set and this can be consequential for alliance development.

The authors draw upon regulatory focus theory and its applications in an alliancing context to derive implications for alliance management. Regulatory focus theory is now increasingly being used to explain various types of organizational phenomenon (e.g. contracting, leadership, alliances). The paper distinguishes between a promotion oriented and a prevention oriented mind set and explores the impact of the different mind sets at the alliance formation, operation, and the outcome stage.

A key finding is that different mind sets (promotion vs prevention) affect alliance formation, operation, and outcome. At the formation stage the mind sets may determine the success or failure of negotiations; at the operational stage they may determine if conflicts escalate or deescalate; while at the outcome stage they may determine whether the partners continue with or seek to exit from the alliance.

The different motivational orientations have implications for alliance negotiations, the management of the alliance during the operational phase, and/or the decisions that are made by alliancing firms at the outcome phase of the alliance. The paper develops implications for how alliances should be managed for attaining success.

The paper should be of interest to alliance managers as it will give them a new lens for understanding the drivers of alliance success and failure. The impact of motivation on alliance success and failure has not been studied to date and this paper provides a novel approach to assessing its impact.

The purpose of this paper is to propose a framework for understanding how alliance partners interpret alliance functioning and how these interpretations shape their subsequent behaviors. Also, to discuss how interpretive schemes in cross‐national strategic alliances impact upon the management of the problems arising from the cultural conflicts and discrepancies inherent in such alliances.

Proceeding from the notion that interpretive schemes have important implications for the evolution of cross‐national alliances, the paper describes the two fundamental interpretive schemes that relate to sensemaking – that of sensemaking of and in chaos, and examines how an appreciation of these interpretive schemes enable us to better manage cultural conflicts and discrepancies that inevitably arise in cross‐national alliances.

The framework makes clear that the two types of interpretive schemes − “sensemaking of chaos” and “sensemaking in chaos” − need to be appreciated as interpretive frames that are present among the alliance managers to effectively interact and influence partner firms.

Briefly, the two types of the interpretive schemes call for different strategies for developing them. Alliance partners embedded in different national cultures rely on interpretive schemes to make sense of the conflicts and discrepancies that emerge in cross‐national alliances.

The paper responds to the need of managers with alliance responsibilities for a framework to help develop the most effective ways of managing interpretive schemes in alliances for productive interactions and performance.

This paper delves into the mechanism of the contingency framework for foreign entry mode decisions and identifies two essential tasks that jointly determine the outcome of the entry mode decision. It then recognizes a critical weakness in previous research pertaining to the comparison of entry modes along a key decision criterion, the degree of control. Existing studies generally treat equity involvement as the only source of entrant control, while largely ignoring non‐equity sources of control (i.e., bargaining power and trust). Non‐equity sources of control, when underutilized, amount to missed opportunities, increased resource commitments, and heightened risk exposures in foreign markets. Drawing from a pluralism perspective in transaction and relationship governance, the author presents a more integrative method for the ranking of entry modes along the degree of control. The central message is that companies entering foreign markets should make an earnest effort to identify trust and bargaining power situations and fully utilize their control potential in making entry mode decisions.

Purpose – This chapter proposes three main objectives in relation to understanding customer involvement in business networks. First, to identify important aspects of the network structure and environment and how the actions of the customer and other network participants create and maintain these. Second, to identify and explore the mechanisms and processes of resource integration in the network. Third, to identify the capabilities and competencies that customers bring to the network, and to understand how these are enhanced and developed.

Methodology/approach – Conceptual.

Research implications – We recognize that aspects of the resources themselves are important and that the characteristics of the resource and the way in which partners align them were key components of resource analysis.

Practical implications – We note that the interaction of different operant and operand resource combinations opens new doors to customer knowledgeability and involvement, where power over either authoritative or allocative resources in itself will not guarantee value creation.

Social implications – We support the call for the development of more sociologically enriched and complex models of interagent resource exchange. In particular, we would advise the need for a better understanding of how different network structures and environments are created and maintained through domination, legitimation, and signification processes.

Originality/value of chapter – This chapter addresses the gap in our understanding of how customer involvement in business-to-business networks may influence learning, value cocreation, and innovation. This chapter makes an important contribution to research in the field in that it investigates how the inclusion of the customer in business networks alters current assumptions and practices.

The purpose of this paper is to examine the dynamics of contractual and relational mechanisms during different phases of multi-partner R&D alliances.

The paper uses a longitudinal single case study to gain in-depth understanding of which governance mechanisms are best suited for different phases of alliance collaboration. Applying a retrospective strategy for data collection, three rounds of interviews were conducted with representatives of all partner firms. The data were complemented by documentary analysis of both internal documents and publicly available information.

The findings suggest that the use of governance mechanisms in multi-partner alliances depends on the characteristics of alliance phases. Relational governance is most important in the exploration and development phases, while the importance of contractual governance comes to the fore during the development and finalization phases. Despite the predominance of one type of mechanism, the findings support a complementary perspective of governance mechanisms.

The results of a single case study offer limited generalizability and should thus be treated with caution. More cross-industry, cross-national studies should be conducted to verify the applicability of the findings to other industries, cultures and geographical contexts.

Managers should be aware that different phases of the alliance life cycle have different control and coordination needs, and should rely on different mechanisms during different phases of the alliance.

The authors have synthesized insights from various perspectives (transaction cost economics, organization theory, social exchange theory), and developed a multidisciplinary approach to multi-partner collaborations.

The concept of coopetition is founded on the complementarity‐based nature of this strategy. However, coopetition research has devoted relatively little attention to complementarity issues and their impact on coopetition results. By bridging the coopetition and economics of complementarities research fields, we develop a model representing a classical optimization problem in complementarities as applied to coopetition in order to evaluate potential risks deriving at an operational level from implementing a coopetition strategy. The model we develop is a situated one and is based on empirical data from a longitudinal case study of coopetition in the mineral water and soft drinks industry. The results highlight a potential risk of coopetition strategies – namely, thresholds effects – as well as the associated risks a wrong understanding of complementarities in a coopetition setting may entail.

This paper aims to systematically and critically explore the research trend of construction joint ventures (CJVs) in some selected leading construction journals over the past two decades between 1993 and 2012. It is also expected that some valuable insights into the extended application of JVs to facilities service management and maintenance could be generated from the research findings.

A powerful search engine “Scopus” was selected to identify those journals that have published CJV-related articles. The papers related to CJVs, as retrieved from the selected journals, were first classified based on their relevance to CJV study and were then analyzed in terms of the annual number of CJV-related publications, research focus of CJV studies and the applied research methods and techniques. Future research directions are suggested to enrich and add value to the extant literature about CJVs.

An apparent increasing trend of research on CJVs has been witnessed over the past two decades. A critical analysis of the two-decade research outputs indicated that research topics of CJVs published in the selected journals consist of several key areas: theory and model development; motives, benefits and other strategic demands of application; performance measurement or management; risk assessment or management; influential factors for practice; problematic issues and challenges in practice; and managerial practices of CJVs in the industry. This study also identified that the research methods employed in CJV studies are predominantly questionnaire survey, case study, literature review/analysis, and interview. Research techniques applied in CJV studies were classified into seven main groups, with rank-order analysis, structural equation modelling and regression analysis being the three mostly adopted analytical tools.

The critical review of CJV literature reveals several inherent limitations of the existing research and practices of CJVs, The research findings also help visualize future research directions associated with the identification of barriers to the adoption and successful operation of CJVs, investigation of the appropriateness and effectiveness of CJV contracting strategies, and exploration into possible strategies for improving the industrial applications in future.

Joint ventures have been extensively used in the construction sector, which calls for the need of more rigorous and meaningful research to guide the appropriate and effective use of it. The findings of this taxonomic review could provide useful insights towards researchers into shaping their research foci under the umbrella of CJVs to suit the demands of both the literature base and the real construction market.

We explore the effects of three categories of fit on US‐China joint‐venture performance using four performance measures. Many studies prescribe strong fit across multiple categories as necessary for high performance, but little rigorous analysis supports this. Three important threads of existing “fit” research resonate in the literature: strategic, cultural and organizational fit. We analyze an original survey dataset of over 80 US‐China JVs, and test for effects of fit‐categories using two measures for each thread. Additionally, multiple control factors give a compelling look at a complete model of fit’s effects on JV performance. Objective congruence (strategic fit) among JV partner‐firms, impacts two performance‐measures. Efficacy of managerial communications (cultural fit) also matters, as does harmony regarding hiring decisions (organizational fit). Our findings are a step forward empirically, and partly resolve persistent questions about partner‐fit in JVs and performance.