IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v87y2018icp58-68.html
   My bibliography  Save this article

Value and alliance capability and the formation of strategic alliances in SMEs: The impact of customer orientation and resource optimisation

Author

Listed:
  • O'Dwyer, Michele
  • Gilmore, Audrey

Abstract

Strategic alliances offer significant opportunities to organisations, including the ability to expand their capabilities and to optimize value. In exploring the question of whether firms with differing value expectations choose to enter strategic alliances with firms of different capabilities, this study adopts a qualitative research approach using five Business to Business (B2B) manufacturing small and medium enterprises (SMEs). This study focuses on improving our understanding of three related questions, first, whether or not they aim to capture or create value from the alliance; second, what is the nature of their capabilities and third, what is the inter-relationship between value and capabilities in SME alliance formation. A qualitative research approach enabled in-depth investigation and facilitated the emergence of relevant themes; customer orientation and resource optimisation. The insights derived from the study should help SMEs in partner selection and alignment thereby increasing chances of alliance success and longevity, and in turn SME sustainability and survival.

Suggested Citation

  • O'Dwyer, Michele & Gilmore, Audrey, 2018. "Value and alliance capability and the formation of strategic alliances in SMEs: The impact of customer orientation and resource optimisation," Journal of Business Research, Elsevier, vol. 87(C), pages 58-68.
    • Handle: RePEc:eee:jbrese:v:87:y:2018:i:c:p:58-68
    DOI: 10.1016/j.jbusres.2018.02.020
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S014829631830095X
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2018.02.020?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Antonio Capaldo, 2007. "Network structure and innovation: The leveraging of a dual network as a distinctive relational capability," Strategic Management Journal, Wiley Blackwell, vol. 28(6), pages 585-608, June.
    2. Azar, Goudarz & Ciabuschi, Francesco, 2017. "Organizational innovation, technological innovation, and export performance: The effects of innovation radicalness and extensiveness," International Business Review, Elsevier, vol. 26(2), pages 324-336.
    3. Duysters, G.M. & Heimeriks, K.H., 2002. "The influence of alliance capabilities on alliance performance: an empirical investigation," Working Papers 02.08, Eindhoven Center for Innovation Studies.
    4. Maurizio Zollo & Jeffrey J. Reuer & Harbir Singh, 2002. "Interorganizational Routines and Performance in Strategic Alliances," Organization Science, INFORMS, vol. 13(6), pages 701-713, December.
    5. Zahra, Shaker A. & Korri, Juha Santeri & Yu, JiFeng, 2005. "Cognition and international entrepreneurship: implications for research on international opportunity recognition and exploitation," International Business Review, Elsevier, vol. 14(2), pages 129-146, April.
    6. Leischnig, Alexander & Geigenmueller, Anja & Lohmann, Stefanie, 2014. "On the role of alliance management capability, organizational compatibility, and interaction quality in interorganizational technology transfer," Journal of Business Research, Elsevier, vol. 67(6), pages 1049-1057.
    7. Ulrich Wassmer, 2010. "Alliance Portfolios : A Review and Research Agenda," Post-Print hal-02313048, HAL.
    8. Arvind Parkhe, 1991. "Interfirm Diversity, Organizational Learning, and Longevity in Global Strategic Alliances," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 22(4), pages 579-601, December.
    9. Madsen, Tage Koed & Servais, Per, 1997. "The internationalization of Born Globals: An evolutionary process?," International Business Review, Elsevier, vol. 6(6), pages 561-583, December.
    10. Zacharias, Nicolas & Nijssen, Edwin & Stock, Ruth, 2016. "Effective Configurations of Value Creation and Capture Capabilities: Extending Treacy and Wiersema's Value Disciplines," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 84728, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    11. Pangarkar, Nitin & Yuan, Lin & Hussain, Sairah, 2017. "Too much of a good thing? Alliance portfolio size and alliance expansion," European Management Journal, Elsevier, vol. 35(4), pages 477-485.
    12. Bharat N. Anand & Tarun Khanna, 2000. "Do firms learn to create value? The case of alliances," Strategic Management Journal, Wiley Blackwell, vol. 21(3), pages 295-315, March.
    13. Anoop Madhok & Stephen B. Tallman, 1998. "Resources, Transactions and Rents: Managing Value Through Interfirm Collaborative Relationships," Organization Science, INFORMS, vol. 9(3), pages 326-339, June.
    14. Koen H. Heimeriks & Geert Duysters, 2007. "Alliance Capability as a Mediator Between Experience and Alliance Performance: An Empirical Investigation into the Alliance Capability Development Process," Journal of Management Studies, Wiley Blackwell, vol. 44(1), pages 25-49, January.
    15. Mukherjee, Debmalya & Gaur, Ajai S. & Gaur, Sanjaya S. & Schmid, Florian, 2013. "External and internal influences on R&D alliance formation: Evidence from German SMEs," Journal of Business Research, Elsevier, vol. 66(11), pages 2178-2185.
    16. Haider, Sajjad & Mariotti, Francesca, 2016. "The orchestration of alliance portfolios: The role of alliance portfolio capability," Scandinavian Journal of Management, Elsevier, vol. 32(3), pages 127-141.
    17. Zacharias, Nicolas & Nijssen, Edwin & Stock, Ruth, 2016. "Effective Configurations of Value Creation and Capture Capabilities: Extending Treacy and Wiersema's Value Disciplines," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 84793, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    18. Kathleen M. Eisenhardt & Claudia Bird Schoonhoven, 1996. "Resource-based View of Strategic Alliance Formation: Strategic and Social Effects in Entrepreneurial Firms," Organization Science, INFORMS, vol. 7(2), pages 136-150, April.
    19. Gabriel R G Benito & Geir Gripsrud, 1992. "The Expansion of Foreign Direct Investments: Discrete Rational Location Choices or a Cultural Learning Process?," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(3), pages 461-476, September.
    20. Maria Di Guardo & Kathryn Harrigan, 2012. "Mapping research on strategic alliances and innovation: a co-citation analysis," The Journal of Technology Transfer, Springer, vol. 37(6), pages 789-811, December.
    21. Gilmore, Audrey & Carson, David & Rocks, Steve, 2006. "Networking in SMEs: Evaluating its contribution to marketing activity," International Business Review, Elsevier, vol. 15(3), pages 278-293, June.
    22. Andersson, P., 2002. "Connected internationalisation processes: the case of internationalising channel intermediaries," International Business Review, Elsevier, vol. 11(3), pages 365-383, June.
    23. Lori Rosenkopf & Paul Almeida, 2003. "Overcoming Local Search Through Alliances and Mobility," Management Science, INFORMS, vol. 49(6), pages 751-766, June.
    24. David J. Teece & Gary Pisano & Amy Shuen, 1997. "Dynamic capabilities and strategic management," Strategic Management Journal, Wiley Blackwell, vol. 18(7), pages 509-533, August.
    25. Crick, Dave & Spence, Martine, 2005. "The internationalisation of 'high performing' UK high-tech SMEs: a study of planned and unplanned strategies," International Business Review, Elsevier, vol. 14(2), pages 167-185, April.
    26. Henri Schildt & Thomas Keil & Markku Maula, 2012. "The temporal effects of relative and firm‐level absorptive capacity on interorganizational learning," Strategic Management Journal, Wiley Blackwell, vol. 33(10), pages 1154-1173, October.
    27. Kavusan, Korcan & Noorderhaven, Niels G. & Duysters, Geert M., 2016. "Knowledge acquisition and complementary specialization in alliances: The impact of technological overlap and alliance experience," Research Policy, Elsevier, vol. 45(10), pages 2153-2165.
    28. Nelson, Richard R & Winter, Sidney G, 1982. "The Schumpeterian Tradeoff Revisited," American Economic Review, American Economic Association, vol. 72(1), pages 114-132, March.
    29. Boter, Hakan & Holmquist, Carin, 1996. "Industry characteristics and internationalization processes in small firms," Journal of Business Venturing, Elsevier, vol. 11(6), pages 471-487, November.
    30. Zacharias, Nicolas A. & Nijssen, Edwin J. & Stock, Ruth Maria, 2016. "Effective configurations of value creation and capture capabilities: Extending Treacy and Wiersema's value disciplines," Journal of Business Research, Elsevier, vol. 69(10), pages 4121-4131.
    31. Rao, Bharat P. & Reddy, Srinivas K., 1995. "A dynamic approach to the analysis of strategic alliances," International Business Review, Elsevier, vol. 4(4), pages 499-518.
    32. Parida, Vinit & Patel, Pankaj C. & Wincent, Joakim & Kohtamäki, Marko, 2016. "Network partner diversity, network capability, and sales growth in small firms," Journal of Business Research, Elsevier, vol. 69(6), pages 2113-2117.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Kavusan, K., 2015. "Essays on capability development through alliances," Other publications TiSEM 8eb736a5-b217-4718-ac13-d, Tilburg University, School of Economics and Management.
    2. Kavusan, Korcan & Noorderhaven, Niels G. & Duysters, Geert M., 2016. "Knowledge acquisition and complementary specialization in alliances: The impact of technological overlap and alliance experience," Research Policy, Elsevier, vol. 45(10), pages 2153-2165.
    3. Chapman, Gary & Lucena, Abel & Afcha, Sergio, 2018. "R&D subsidies & external collaborative breadth: Differential gains and the role of collaboration experience," Research Policy, Elsevier, vol. 47(3), pages 623-636.
    4. M. C. Guardo & K. R. Harrigan, 2016. "Shaping the path to inventive activity: the role of past experience in R&D alliances," The Journal of Technology Transfer, Springer, vol. 41(2), pages 250-269, April.
    5. Fischer, Denise & Greven, Andrea & Tornow, Mark & Brettel, Malte, 2021. "On the value of effectuation processes for R&D alliances and the moderating role of R&D alliance experience," Journal of Business Research, Elsevier, vol. 135(C), pages 606-619.
    6. Heimeriks, K. & Duysters, G.M. & Vanhaverbeke, W.P.M., 2004. "The evolution of alliance capabilities," Working Papers 04.20, Eindhoven Center for Innovation Studies.
    7. Doohee Chung & Marco Jinhwan Kim & Jina Kang, 2019. "Influence of alliance portfolio diversity on innovation performance: the role of internal capabilities of value creation," Review of Managerial Science, Springer, vol. 13(5), pages 1093-1120, November.
    8. Laura Castaldi & Claudio Turi & Clelia Mazzoni & Angela Delli Paoli, 2015. "Antecedents and constituents of alliance management capability: the role of valuable alliance experience and governance mechanisms for learning," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 19(4), pages 797-823, November.
    9. Capaldo, Antonio & Messeni Petruzzelli, Antonio, 2011. "In search of alliance-level relational capabilities: Balancing innovation value creation and appropriability in R&D alliances," Scandinavian Journal of Management, Elsevier, vol. 27(3), pages 273-286, September.
    10. MB Sarkar & Preet S. Aulakh & Anoop Madhok, 2009. "Process Capabilities and Value Generation in Alliance Portfolios," Organization Science, INFORMS, vol. 20(3), pages 583-600, June.
    11. Heimeriks, K. & Duysters, G.M., 2004. "A study into the alliance capability development process," Working Papers 04.21, Eindhoven Center for Innovation Studies.
    12. Irène Kilubi & Hans-Dietrich Haasis, 2016. "26 Years of Strategic Technology Partnering: Investigating Trends, Patterns and Future Prospects in Research Through Frequency Analysis," International Journal of Innovation and Technology Management (IJITM), World Scientific Publishing Co. Pte. Ltd., vol. 13(02), pages 1-44, April.
    13. Oliver Schilke & Bernd W. Wirtz, 2008. "Allianzfähigkeit — Eine Analyse zur Operationalisierung und Erfolgswirkung im Kontext von F&E-Allianzen," Schmalenbach Journal of Business Research, Springer, vol. 60(5), pages 479-516, August.
    14. Jacob, Jojo & Belderbos, René & Lokshin, Boris, 2023. "Entangled modes: Boundaries to effective international knowledge sourcing through technology alliances and technology-based acquisitions," Technovation, Elsevier, vol. 122(C).
    15. Patrizia Pastore & Antonio Ricciardi & Silvia Tommaso, 2020. "Contractual networks: an organizational model to reduce the competitive disadvantage of small and medium enterprises (SMEs) in Europe’s less developed regions. A survey in southern Italy," International Entrepreneurship and Management Journal, Springer, vol. 16(4), pages 1503-1535, December.
    16. Pinar Ozcan, 2018. "Growing with the market: How changing conditions during market growth affect formation and evolution of interfirm ties," Strategic Management Journal, Wiley Blackwell, vol. 39(2), pages 295-328, February.
    17. Lorino, Philippe & Mourey, Damien, 2013. "The experience of time in the inter-organizing inquiry: A present thickened by dialog and situations," Scandinavian Journal of Management, Elsevier, vol. 29(1), pages 48-62.
    18. Lin, Jun-You, 2020. "What affects new venture firm’s innovation more in corporate venture capital?," European Management Journal, Elsevier, vol. 38(4), pages 646-660.
    19. Koen H. Heimeriks & Geert Duysters, 2007. "Alliance Capability as a Mediator Between Experience and Alliance Performance: An Empirical Investigation into the Alliance Capability Development Process," Journal of Management Studies, Wiley Blackwell, vol. 44(1), pages 25-49, January.
    20. Juasrikul, Sakdipon & Sahaym, Arvin & Yim, Hyunsoon (Sean) & Liu, Richie L., 2018. "Do cross-border alliances with MNEs from developed economies create firm value for MNEs from emerging economies?," Journal of Business Research, Elsevier, vol. 93(C), pages 98-110.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:87:y:2018:i:c:p:58-68. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.