The Predictive Value Of Behavioural Characteristics On The Success Of Strategic Alliances

An increasing number of companies are setting up strategic alliances with suppliers and customers. However, the majority of these alliances do not succeed. The main aim is to understand how different behavioral characteristics are associated with alliance success. The authors hypothesize that alliance attributes, communication behavior and alliance management is predictors of cost and service benefits. Furthermore, they found that while alliance attributes are related with cost and service benefits, communication behavior and alliance management are only associated with service and cost benefits respectively.