The Effects of Partner and Relationship Characteristics On Alliance Outcomes

Abstract

Theories of alliance behavior and outcomes have tended to emphasize either partner or relationship characteristics. This study integrates the two perspectives and examines their separate and combined effects on alliance outcomes. The research involved analysis of 98 alliances through a two-stage survey design. Findings support a positive relationship between partner firms' benefits from alliance participation and partner reputation, shared decision making, and strategic similarities between partners.