Response Strategies in Problematic Alliances: An Experimental Study
Nijmegen : Strategie & Marketing - t/m 2007
Working Paper Series on Relationship Management: RRM-2006-18-STR
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Strategie - t/m 2007
SubjectWorking Paper Series on Relationship Management: RRM-2006-18-STR; Relationship Management
Building on Hirschman’s (1970) seminal work, we proposed and tested a circular model of seven response strategies in problematic alliances: exit propensity, opportunism, aggressive voice, creative voice, considerate voice, patience, and neglect. Previous alliance studies failed to theorize on the relationship between response strategies and examined responses to problematic situations in isolation. In contrast, in this study we focus on the interdependence between responses strategies and their antecedents. The response strategies studied are conceptually different, empirical distinct and can be represented as a circular system.Furthermore, the effect of four exchange variables: economic satisfaction, social satisfaction, transaction specific investments, and availability of alternatives are investigated. Using an experimental design empirical results support the hypotheses relating exchange variables and response strategies in problematic strategic alliances.
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