Musarra, G, Robson, MJ and Katsikeas, CS (2016) The Influence of Desire for Control on Monitoring Decisions and Performance Outcomes in Strategic Alliances. Industrial Marketing Management, 55. pp. 10-21. ISSN 0019-8501
Abstract
Strategic alliances are fraught with risks, such as the uncontrolled disclosure of core knowledge via opportunistic learning. The usefulness of monitoring in policing opportunism notwithstanding, a contrasting view is that monitoring mechanisms can themselves manifest the dark side of strategic alliances. The present study argues that a novel dark personality trait—the focal firm’s desire for control—may influence key decisions pertaining to how to monitor strategic alliances, which in turn can negatively impact performance outcomes. Our conceptual model was developed and tested, based on a survey of 404 strategic alliances. The results demonstrate that a focal firm’s desire for control is positively associated with process monitoring as well as output monitoring. The firm’s use of process monitoring to oversee the counterpart drives its performance outcomes only if there is a low level of information exchange between the alliance partners; as such, information exchange norms substitute for process monitoring. By contrast, the focal firm’s use of outcome monitoring is negatively linked to performance unless complemented by a high level of information exchange. Key implications for alliance management and future research are derived from the findings.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © 2016 Elsevier Inc. This is an author produced version of a paper published in Industrial Marketing Management. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | Dark Side; Desire for Control; Monitoring; Performance; Substitutes and Complements; Governance Mechanisms; Strategic Alliances |
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: | 12 Jan 2016 12:31 |
Last Modified: | 17 Mar 2018 01:38 |
Published Version: | https://dx.doi.org/10.1016/j.indmarman.2016.02.012 |
Status: | Published |
Publisher: | Elsevier |
Identification Number: | 10.1016/j.indmarman.2016.02.012 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:92242 |