Session 104

Alliances and Networks

Track A

Date: Friday, March 11, 2011


Time: 15:30 – 16:45


Room: Room 1-012

Session Chair:

  • Michael Mol, Copenhagen Business School

Title: A Brazilian Network Temporal Analysis: A Series from 2007-2009


  • June Cruz, Catholic University of Parana
  • Tomas Martins, Federal University of Paraná
  • Roberta Rosa, Catholic University of Parana
  • Heitor Kato, Pontifical Catholic University of Paraná

Abstract: The study analyzed the structural characteristics of a network and its implications for the development of collective actions in 2007, 2008 and 2009. For this, a network study was done with specific relational mapping within the following categories: relations in finance, trade, material exchange and donation, and regulation and development. This research was conducted in a collecting and trading network of recyclable materials in Curitiba – PR, Brazil. As a result it was found that the regional middlemen (collected materials traders that are in an intermediate position) still represent a major contribution to the development of collectors’ organizations in relation to maintain their daily liquidity.

Title: Do Strategic Marketing and Social Networks Really Matter in Clusters?


  • Christian Felzensztein, Kingston University London
  • Christian Felzensztein, Kingston University London

Abstract: This paper examines the role of geographic proximity and social networking in triggering inter-firm cooperation in strategic marketing. Although traditionally studied from an economic perspective, we focus instead on the strategic management aspects of interaction. In addition we collect empirical data on these processes in an emerging region of Latin America where limited research has been conducted covering these issues. Managers from three key natural resources-based industries in Chile participated in our survey; one of these industries constituted a well-defined cluster whereas the other two did not. The survey assessed managers’ perceptions of the benefits and opportunities of inter-firm cooperation in strategic marketing activities as well as the particular types of cooperative behavior they engage in.
Results show managers in clustered industries tended to perceive more benefits and opportunities from inter-firm co-operation in marketing activities. We discuss implications of these findings for researchers, practitioners and policy makers.

Title: Drivers of Partner Opportunism and the Moderating Effect Of Contracts and Relationship History


  • Alexander Hickel, Free University of Berlin
  • Thomas Mellewigt, Free University of Berlin

Abstract: The present study examines which transaction specific antecedents contribute to opportunism in interorganizational relationships and analyses the moderating impact of formal contracts and relationship history on opportunistic behavior. Our hypotheses are tested with a sample of 124 buyer-supplier relationship in the German automotive industry. According to transaction cost theory, results show that partner opportunism does indeed increase with higher degrees of performance ambiguity, high transaction frequency, some types of asset specificity and some types of environmental uncertainty. Concerning the moderating effects, our study illustrates that relationship history considerably reduces the negative effect of transaction hazards on opportunism. Conversely, formal contracts do not effectively reduce but even enhance the likelihood of opportunistic behavior.

Title: The Ambigious Effect of Partner-Specific Alliance Experience on the Choice Between Alliances and Acquisitions


  • Adeline Thomas, Freie Universität Berlin
  • Thomas Mellewigt, Free University of Berlin

Abstract: The choice between alliance and acquisition as alternative forms of governance poses an organizational challenge. With this study we aim at resolving the ambiguity around the effect of partner-specific alliance experience. Hitherto, some studies reveal that partner-specific alliance experience (PAX) motivates the focal firm to enter further alliances with the target, while others show that it increases the likelihood of its acquisition. Based on a thorough review of prior evidence, we ask: Under which circumstances does PAX lead to a choice of acquisition or alliance? Accordingly, we develop a model that includes market uncertainty, rivalry and financial capacity as moderating variables that further describe the governance decision situation. We empirically test our hypotheses using a quasi-experimental policy capturing design.

All Sessions in Track A...

Fri: 11:30 – 12:45
Session 103: CSR and Environmental Issues in Emerging Markets
Session 111: Performance Issues
Session 114: Internationalization Strategies
Session 117: Learning in Emerging Markets
Session 120: The Characteristics and Effects of the BRIC Economies as Hubs for Regional Economic Development
Fri: 14:15 – 15:30
Session 102: Resources in Emerging Markets
Session 106: Multilatina FDI Strategies
Session 110: Global Competition
Session 112: CSR and Environmental Issues
Session 124: Research Methods for the Study of Competitive Advantage
Fri: 15:30 – 16:45
Session 101: Institutions in Emerging Markets
Session 104: Alliances and Networks
Session 105: Knowledge and Innovation
Session 108: Knowledge and Resources
Session 115: Developing Country Firms
Sat: 10:45 – 12:00
Session 107: Multilatina Performance
Session 113: CEOs and Other Human Resources
Session 123: Banks and their Influence
Session 125: Reviewing Latin America’s Strategic Role in Global Development
Session 126: Publishing and Not Perishing: Strategies for Publishing in Top Journals
Sat: 15:45 – 17:00
Session 100: Entrepreneurship in Emerging Markets
Session 109: Social Issues and Local Development
Session 116: Emerging Market Institutional Reform
Session 118: Management Innovation in Emerging Markets
Session 127: Teaching in Latin America

Strategic Management Society

Rio De Janeiro