|کد مقاله||سال انتشار||مقاله انگلیسی||ترجمه فارسی||تعداد کلمات|
|102997||2017||10 صفحه PDF||سفارش دهید||9623 کلمه|
Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)
Journal : Industrial Marketing Management, Available online 15 December 2017
Relationships with external partners can provide several benefits for firms. To obtain such benefits, firms must develop competencies and capabilities that enhance their ability to create and capture value in inter-organizational collaborations. In this article, we focus on one of these capabilities: alliance proactiveness. Drawing on configuration theory, we examine the performance effects of alliance proactiveness within the broader context of the firm and its market environment. Using a sample of 68 firms involved in technology transfer, we examine the interplay between alliance proactiveness and two major sets of factorsâorganizational factors and environmental factorsâto identify configurations sufficient for market performance. The findings of a fuzzy-set Qualitative Comparative Analysis indicate the co-existence of alternative configurations for market performance that differ in their particular composition but are consistently sufficient pathways to market performance. Knowledge of these configurations yields novel insights into the complex pattern of causal factors and helps develop factor constellations in which alliance proactiveness is indeed effective and enhances market performance.