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The Multiple Layers of Coopetition and Their Link with Sales Performance: Insights from Sporting Clubs in New Zealand

In: Oceania Entrepreneurship

Author

Listed:
  • James M. Crick

    (Loughborough University)

  • Dave Crick

    (University of Ottawa)

Abstract

ABSTRACT Coopetition involves entrepreneurs collaborating with their competitors. While it has been widely recognised that coopetition should lead to higher-levels of sales performance, the multiple layers of these behaviours remain relatively under-researched, alongside examining how they might impact sales performance. Grounded in resource-based theory, this chapter evaluates the respective relationships between three forms of coopetition (local-level coopetition, national-level coopetition, and organisation-level coopetition) and sales performance. Following 25 semi-structured interviews (to adapt the operationalisations), a multiple regression analysis was “run” using survey responses from 111 small martial arts clubs in New Zealand (after conducting various robustness checks). The results revealed that local-level coopetition and national-level coopetition were positive drivers of sales performance. Yet, no support was found for organisation-level coopetition, with a negative and non-significant path. These results (supplemented with a post-hoc test) signify that coopetition is a collection of entrepreneurial activities where care should be taken if condensing measures into one (uni-dimensional) form. Additionally, the relational themes of the resource-based view are enhanced with clearer evidence regarding the multiple layers of coopetition and their connection with sales performance.

Suggested Citation

  • James M. Crick & Dave Crick, 2022. "The Multiple Layers of Coopetition and Their Link with Sales Performance: Insights from Sporting Clubs in New Zealand," Springer Books, in: Vanessa Ratten (ed.), Oceania Entrepreneurship, chapter 0, pages 71-105, Springer.
    • Handle: RePEc:spr:sprchp:978-981-16-7341-2_4
    DOI: 10.1007/978-981-16-7341-2_4
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