Alliance Re-Evaluation in the Context of Outside Partnering Opportunities: Decision Heuristics and the Impact of Environmental Uncertainty
Nina Hampl, Werner H. Hoffmann, Tobias Knoll, Jeffrey J. Reuer
Journal of Management Studies · 2025 · Volume 62 · Issue 1
Abstract
Empirical evidence shows that firms engaging in alliance re-evaluation are able to increase their alliances’ performance. However, extant literature largely treats alliance re-evaluation as a ‘black box’. In this paper, we develop a conceptual model of alliance re-evaluation to gain better insight on this important phase of the alliance lifecycle. Further, in a decision experiment, we study alliance managers’ heuristics applied to the decision of whether to pursue an outside partnering opportunity during the course of an alliance re-evaluation. Our results show that in their decision heuristics alliance managers rate value creation-related partner characteristics more highly than commitment-related partner characteristics. However, the importance of commitment-related characteristics is contingent on the level and dimension of uncertainty present in the managers’ environment. Thus, our findings call for a more nuanced perspective on environmental uncertainty in alliance re-evaluation decision making. Implications for research on alliances and managerial heuristics are discussed.
Keywords
alliance re-evaluation, decision making, environmental uncertainty, heuristics, outside partnering opportunities
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