Zulu-Chisanga, S., Nalmpanti, A.D., Boso, N. et al. (2 more authors) (2025) From rivals to allies: Building and benefiting from coopetition capability. Industrial Marketing Management, 126. pp. 85-100. ISSN 0019-8501
Abstract
Cooperating with competing firms, a phenomenon also known as coopetition is increasingly seen as a viable resource-pooling strategy that enhances competitiveness and growth. The role of coopetition is particularly important to small and medium-sized enterprises (SMEs) in developing economies given the resource limitations of SMEs, the weaknesses in institutional structures, and the rapidly changing business and marketing environment in those regions. It is increasingly evident, however, that to effectively manage coopetition, firms must treat coopetition as a foundational strategic asset. Drawing insights from the resource-based view and the dynamic capability perspective, this study develops a model to conceptualize coopetition capability and examine its drivers and outcomes. Findings from an empirical study of 224 SMEs in Zambia reveal that corporate support and ability are conducive to the deployment of a coopetition capability. Surprisingly, institutional support is doing more harm than good given the negative relationship uncovered with coopetition capability. Furthermore, we show that organizations with increased levels of coopetition capability are more confident and optimistic about their future financial results and anticipate higher earnings. Intriguingly, the positive financial outcomes of coopetition capability diminish in significance when managers possess stronger ties and networks within their respective industries.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | This is an author produced version of an article published in Industrial Marketing Management, made available under the terms of the Creative Commons Attribution License (CC-BY), which permits unrestricted use, distribution and reproduction in any medium, provided the original work is properly cited. |
Keywords: | Coopetition; Coopetition capability; Managerial ties; Performance; Institutional support; RBV; Dynamic capabilities |
Dates: |
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Institution: | The University of Leeds |
Academic Units: | The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS) |
Depositing User: | Symplectic Publications |
Date Deposited: | 07 Feb 2025 12:16 |
Last Modified: | 07 Mar 2025 13:06 |
Published Version: | https://www.sciencedirect.com/science/article/pii/... |
Status: | Published |
Publisher: | Elsevier |
Identification Number: | 10.1016/j.indmarman.2025.02.002 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:222923 |