TY - JOUR
T1 - Alliance competence, resources, and alliance success
T2 - Conceptualization, measurement, and initial test
AU - Lambe, C. Jay
AU - Spekman, Robert E.
AU - Hunt, Shelby D.
N1 - Funding Information:
The authors are grateful for the financial assistance provided by the Distribution Research and Education Foundation (DREF) who largely funded this project. DREF is the long-range research arm of the National Association of Wholesaler-Distributors. We would also like to thank the Darden Foundation for its financial assistance. In addition, we would like to thank Texas Tech University professors Roy Howell, Jim Wilcox, and Dennis Arnett for their extremely helpful guidance and useful suggestions P lease refer all correspondence to Jay Lambe, Assistant Professor of Marketing, Pamplin College of Business, Virginia Tech, Blacksburg, Virginia 24061; phone: (540) 231-9621; e-mail: jlambe@vt.edu.
PY - 2002/3
Y1 - 2002/3
N2 - 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.
AB - 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.
UR - http://www.scopus.com/inward/record.url?scp=0036264909&partnerID=8YFLogxK
U2 - 10.1177/03079459994399
DO - 10.1177/03079459994399
M3 - Review article
AN - SCOPUS:0036264909
SN - 0092-0703
VL - 30
SP - 141
EP - 158
JO - Journal of the Academy of Marketing Science
JF - Journal of the Academy of Marketing Science
IS - 2
ER -