Identifying intraorganisational and interorganisational alliance conflicts - a longitudinal study of an alliance pilot project in the high technology industry :
2006 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 35, no 2, 116-127 p.Article in journal (Refereed) Published
The extant literature on alliances tends to neglect the effects of intraorganisational relationships within each alliance partner on the implementation of the alliance. To address this gap, this paper investigates both interorganisational and intraorganisational conflicts occurring during the implementation of a service alliance and aims at developing categories of conflicts as well as analysing how these conflict categories affect the implementation of the alliance. Thus, the overall purpose is to contribute to our understanding of implementation issues in alliances for the delivery of services. In order to do so, one case of a high-technology alliance has been studied longitudinally, with the researcher acting as a participant observer. Three interrelated categories of conflicts are developed through an analysis of the data: 1) the scope of the alliance, 2) the customer relationship, and 3) the implementation process. One important conclusion of this study is that the perspectives of several of the stakeholders, including the customers indirectly involved in the alliance, should be included when implementing service alliances.
Place, publisher, year, edition, pages
2006. Vol. 35, no 2, 116-127 p.
Alliances; Services; Conflicts; Implementation; Participant observation
Research subject Business Administration
IdentifiersURN: urn:nbn:se:su:diva-59464DOI: 10.1016/j.indmarman.2004.12.010OAI: oai:DiVA.org:su-59464DiVA: diva2:427734