Alliance competence, resources, and alliance success: Conceptualization, measurement, and initial test

C. Jay Lambe, Robert E. Spekman, Shelby D. Hunt

Research output: Contribution to journalReview articlepeer-review

290 Scopus citations

Abstract

This research examines the effect of an alliance competence on resource-based alliance success. The fundamental thesis guiding this research is that an alliance competence contributes to alliance success, both directly and through the acquisition and creation of resources. Using survey data gathered from 145 alliances, empirical tests of the hypotheses provide support for the posited explanation of alliance success. The findings indicate that an alliance competence is not only antecedent to the resources that are necessary for alliance success but also to alliance success itself.

Original languageEnglish
Pages (from-to)141-158
Number of pages18
JournalJournal of the Academy of Marketing Science
Volume30
Issue number2
DOIs
StatePublished - Mar 2002

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