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Cited by 3,475

The DOI matches its Crossref record; 8 of the 8 references it cites were found in a registry or an index.

Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques

Mohr, Jakki, Spekman, Robert·1994·Strategic Management Journal
DOI 10.1002/smj.4250150205
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Abstract

The formation of partnerships between firms is becoming an increasingly common way for firms to find and maintain competitive advantage. While the antecedents of partnership formation and the characteristics of the resulting cooperative working relationship have been explored in the literature, an understanding of characteristics associated with partnership success is lacking. Such an understanding is important in reconciling the prescriptions to form partnerships with the reality that a majority of such partnerships do not succeed. We hypothesize that partnership attributes, communication behavior, and conflict resolution techniques are related to indicators of partnership success (satisfaction and sales volume in the relationship). The hypotheses are tested with vertical partnerships between manufacturers and dealers. Results indicate that the primary characteristics of partnership success are: partnership attributes of commitment, coordination, and trust; communication quality and participation; and the conflict resolution technique of joint problem solving. The findings offer insight into how to better manage these relationships to ensure success.

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Metadata

Authors
Mohr, J., & Spekman, R.
Venue
Strategic Management Journal
Publisher
Wiley
Published
1994-02
Volume
15
Issue
2
Pages
135-152
ISSN
  • 0143-2095 (ISSN-L)
  • 1097-0266
DOI
10.1002/smj.4250150205
OpenAlex
W2103686707
Cited by
3,475
References
8
FWCI
56.98
Type
journal article
Language
en
Open access
closed

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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.