The Collaborative Network Orientation: Achieving Business Success through Collaborative Relationships

This study presents a theoretical concept called the collaborative network orientation (CNO) and tests it using a sample of male and female small business owners. The CNO is based on (1) research that indicates female managers prefer to organize in cooperative network relationships and (2) conflict...

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Bibliographic Details
Published in:Entrepreneurship theory and practice 2008-07, Vol.32 (4), p.615-634
Main Authors: Sorenson, Ritch L., Folker, Cathleen A., Brigham, Keith H.
Format: Article
Language:English
Subjects:
Alliances
Business management
Business networks
Business networks (Social groups)
Business performance management
Business success
Businessmen
Businesswomen
Collaboration
Comparative analysis
Entrepreneurs
Entrepreneurship
Females
Innovation
Males
Management
Managers
Professional relationships
Small and medium sized enterprises
Small business
Statistical analysis
Studies
Success
Women owned businesses
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Summary:This study presents a theoretical concept called the collaborative network orientation (CNO) and tests it using a sample of male and female small business owners. The CNO is based on (1) research that indicates female managers prefer to organize in cooperative network relationships and (2) conflict theory that indicates collaboration is preferred for both building relationships and achieving goals. Empirical tests revealed that female owners had a stronger preference for a CNO. A CNO was associated with business success for all owners, but it was significantly more positively associated with success for male business owners.
ISSN:1042-2587
1540-6520
DOI:10.1111/j.1540-6520.2008.00245.x