An Expanded Model of Business-to-Business Partnership Formation and Success

In this article, the authors develop an expanded model of partnership formation and success that builds upon a previous model constructed by Mohr and Spekman. Mohr and Spekman proposed that partnership success is predicated on relationship attributes, communication, and conflict resolution technique...

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Bibliographic Details
Published in:Industrial marketing management 2001-02, Vol.30 (2), p.149-164
Main Authors: Tuten, Tracy L., Urban, David J.
Format: Article
Language:English
Subjects:
Competitive advantage
Partnerships
Purchasing
Statistical analysis
Studies
Success
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Summary:In this article, the authors develop an expanded model of partnership formation and success that builds upon a previous model constructed by Mohr and Spekman. Mohr and Spekman proposed that partnership success is predicated on relationship attributes, communication, and conflict resolution techniques, but their model did not specify what factors are associated with the initial formation of the partnership. The study described in this article is based on a series of in-depth interviews with purchasing managers, and identifies factors serving as antecedents to the formation of a partnership. Purchasing managers indicated that partnerships are initially formed in order to lower costs, increase service, and to improve a firm's competitive advantage. The study also confirms the existence of various characteristics of partnership success. The article concludes with suggestions for future research about business-to-business partnerships.
ISSN:0019-8501
1873-2062
DOI:10.1016/S0019-8501(00)00140-1