Collaborating for New Product Development: Selecting the Partner with Maximum Potential to Create Value

Journal of Product Innovation Management - Tập 23 Số 4 - Trang 330-341 - 2006
Zeynep Emden1, Roger J. Calantone2, Cornelia Dröge2
1Grand Valley State University
2Michigan State University

Tóm tắt

The partner selection process in the formation stages of collaborative new product development (NPD) is a neglected topic. The present study investigated the partner selection processes to ascertain the potential of creating competitively advantageous products through collaboration. The goal was to develop a process theory of partner selection for collaborative NPD alliances using a theory development approach. The literatures on NPD, interfirm knowledge transfer and generation, and interorganizational relationships were tapped. These literatures motivated the approach and the research questions. Parallel with the analysis of the literature, a series of case study interviews were conducted with managers currently in collaborative dyads. Managers' inputs were used (1) to guide the theory development process and (2) to validate the relevance of the literature‐based assertions. The method of narrative analysis for building theory from case studies was adopted: Multiple indicators were collapsed into single constructs, and recurring sequences or divergences were analyzed. This resulted in the unveiling of phases in the partner selection process. The study's findings suggest that technological alignment of the partners triggered the partner‐evaluation process. This phase was followed, in order, by the strategic alignment and relational alignment phases. These later phases were as important as the initial phase in ensuring the transfer and integration of critical know‐how and in creating product value through collaboration. In addition to clarifying the definition of codevelopment alliances, this study reveals a comprehensive theoretical model of the technological, strategic, and relational aspects of partner selection in codevelopment alliances, as well as the order in which these aspects are practiced.

Từ khóa


Tài liệu tham khảo

Abbot Andrew, 1990, A Primer on Sequence Method, Organization Science, 1, 375, 10.1287/orsc.1.4.375

10.1007/BF02894509

10.2307/1252108

10.2307/1252172

10.1177/002224379202900103

10.1111/1540-5885.00034

10.1080/10696679.2003.11658500

10.1177/014920639101700108

10.1111/j.1467-9310.1994.tb00845.x

Blackwell Basil, 1991, Global Challenge of Innovation

10.1016/0263-2373(92)90005-O

10.2307/1252025

Chen Roger, 1999, Strategic Alliances and New Product Development, Advances in Competitiveness Research, 7, 35

Chesbrough Henry William, 2003, Open Innovation: The New Imperative for Creating and Profiting from Technology

10.2307/2393553

10.5465/AME.1999.2570554

Das T.K., 2000, A Resource Based Theory of Strategic Alliances, Journal of Management, 26, 31, 10.1177/014920630002600105

Deck Mark, 2002, Model of Co‐development Emerges, Research Technology Management, 45, 47, 10.1080/08956308.2002.11671500

10.1177/004728759603500103

10.1002/smj.4250171006

Doz Yves L., 1998, Alliance Advantage: Creating Value through Partnering

10.2307/259056

10.2307/258557

Geringer J. Michael, 1988, Partner Selection Criteria for Developed Country Joint Ventures, Business Quarterly, 53, 55

10.1057/palgrave.jibs.8490291

10.1300/J037v05n04_02

10.1016/S0048-7333(01)00120-2

10.1002/smj.4250120908

10.1108/eb046367

10.1287/orsc.5.4.594

10.2307/1556404

10.1002/1099-1360(200001/05)9:1/3<90::AID-MCDA269>3.0.CO;2-2

10.2307/41165879

10.5465/AME.1998.1333953

10.1111/1467-6486.00215

Iyer Karthik, 2002, Learning in Strategic Alliances, Academy of Marketing Science Review [Online], 10

10.1111/1540-5885.1530237

10.1057/palgrave.jibs.8490160

Kanter Rosabeth Moss, 1994, Collaborative Advantage, Harvard Business Review, 72, 96

10.1287/orsc.9.3.340

10.1002/(SICI)1097-0266(200003)21:3<405::AID-SMJ103>3.0.CO;2-5

10.1177/017084069301400202

Labov William, 1967, Essays on the Verbal and Visual Arts, 12

Link Albert N., 1989, Cooperative Research in U.S. Manufacturing: Assessing Policy Initiatives and Corporate Strategies

10.1111/1540-5885.1210016

10.1287/orsc.8.6.648

10.1016/S0148-2963(98)00023-X

10.2307/258286

10.1108/EUM0000000005414

10.1002/smj.4250150205

10.1177/002224299405800302

10.2307/1252014

10.2307/256404

10.1057/palgrave.jibs.8490315

10.2307/259350

10.1016/S0019-8501(99)00074-7

10.1509/jmkg.65.2.1.18253

10.1111/1467-9310.00264

10.1108/eb054547

10.1509/jmkg.65.2.35.18252

10.1177/03079450094216

10.1509/jmkg.64.1.31.17985

10.2307/1252186

10.1057/palgrave.jibs.8490211

Yan Aimin, 2000, International Joint Ventures: Theory and Practice

Thông tin
Thông tin xuất bản

Journal of Product Innovation Management

Tập 23 Số 4

330-341

Thông tin tác giả