Developing alliance capabilities

203 Pages·2017·0.88 MB·English

by  Koen Heimeriks

Developing alliance capabilities
Citation for published version (APA):
Heimeriks, K. H. (2005). Developing alliance capabilities. [Phd Thesis 1 (Research TU/e / Graduation TU/e),
Industrial Engineering and Innovation Sciences]. Technische Universiteit Eindhoven.
https://doi.org/10.6100/IR583585
DOI:
10.6100/IR583585
Document status and date:
Published: 01/01/2005
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Download date: 12. Jan. 2023
Developing Alliance Capabilities

Koen Heimeriks
CIP-DATA LIBRARY TECHNISCHE UNIVERSITEIT EINDHOVEN

Heimeriks, Koenraad Hendrikus

Developing alliance capabilities / by Koenraad Hendrikus Heimeriks. – Eindhoven : Technische
Universiteit Eindhoven, 2004. – Proefschrift. -
ISBN 90-386-2247-3
NUR 801
Key words: Alliances / Alliance capabilities / Intra-firm mechanisms / Alliance performance
Cover design: Paul Verspaget
Printing: Eindhoven University Press
Developing Alliance Capabilities

PROEFSCHRIFT

ter verkrijging van de graad van doctor aan de
Technische Universiteit Eindhoven, op gezag van de
Rector Magnificus, prof.dr. R.A. van Santen, voor een
commissie aangewezen door het College voor
Promoties in het openbaar te verdedigen
op dinsdag 15 februari 2005 om 16.00 uur

door

Koenraad Hendrikus Heimeriks

geboren te Tilburg
Dit proefschrift is goedgekeurd door de promotoren:

prof.dr. G.M. Duysters
en
prof.dr. M.G.M. Wetzels

Copromotor:
dr. W.P.M. Vanhaverbeke

-“We should leverage our intelligence and knowledge to initiate
change from within in order to develop a good heart.”
Dalai Lama.
ACKNOWLEDGEMENTS

During the past three and a half years, from April 2001 to October 2004, I have
worked on this PhD thesis. This period has been challenging and turbulous both
professionally and personally. Professionally, it has been Geert Duysters who has
helped me succeed. Geert, your supervision introduced me into the topic and I am
sincerely thankful for all your stimulations. In particular, your ability to create ‘a
butterfly effect’ helped me transform. Your professional friendship has always
been open and has at various instances given me the energy to filfull the mission.
I hope we will jointly bare the fruits of our ‘strategic alliance’ in the future! I am
also very thankful to Martin Wetzels for contributing his empirical expertise and
Wim Vanhaverbeke’s comments, which provided an enduring challenge to touch
the void. The other members of my PhD committee, Bart Nooteboom and Niels
Noorderhaven, I would also like to thank for their comments and cooperation to
read my PhD at such short notice.
I would like to thank my colleagues at the department of Organisation
Science and Marketing. In particular, Ard-Pieter de Man, Charmianne Lemmens,
Ad de Jong, Ad van den Oord and Bonny Beerkens. Ard-Pieter, as an expert in the
field and chaiman of the European chapter of the Association of Strategic Alliance
Professionals, you have greatly contributed to the insights realized by helping
define the critical components of this study. Charmianne, thanks for always
listening to and answering my questions with regard to the PhD! Ad, thanks for
helping me with the measurement scales! Adje, you are the one who was always
willing to think along, adjust the questionnaire and ask me when the first print of
the manuscript was available. Also, Bonnie, not only as a paranimf, but also your
presence and the colorful person you are, have at various times made my PhD
period a joy. Moreover, my colleagues from Strategy Academy have been
supportive during the excessive lunches we enjoyed. The conversations Bob de
Wit and I had, provided me with some key insights in ‘how to manage promotors’.
Personally, others helped me sustain. My dad Jacques who remained a
source of encouragement due to his enthusiasm and proud of me. Moems Els, we
have come to understand that words can be shared in many different ways.
Although we have experienced that perseverence is no garantuee for success, I am
sure your strength and vision enlighten this PhD. And my mother-in-law Coco
also gave me joyful encouragements and put into perspective my drive and
motivation. As a very special friend I am happy to have shared and talked about
the many bumps that are inherent to a promotion with Jan-Mathijs Schoffelen.
Our telephone calls were sometimes pessimistic. Nevertheless, you were the one
that really understood the hurdles to overcome. I am proud to have you as a
paranimf and friend!
And Carine, … words fade, feelings abound ... Still, your continuing belief,
understanding and patience are personal skills I have come to deeply admire and
cherish. All those times you adjusted, Lara our daughter and yourself. Your
contribution may not be evident from outside, but it makes this PhD a product of
both insight and love; an ingredient essential to make any mustard seed flourish.
Perhaps that skill is the source needed to develop the ultimate alliance capability...
To Carine and Lara

TABLE OF CONTENTS

I. INTRODUCTION......................................................................................................11
1.1 Developments in the field of strategic alliances...............................................11
1.2 Developments in alliance research....................................................................13
1.3 Problem definition............................................................................................20
1.4 Study design......................................................................................................25
II. A LITERATURE REVIEW OF ALLIANCE RESEARCH.........................................29
2.1 Introduction......................................................................................................29
2.2 Early alliance research.....................................................................................29
2.3 Recent alliance research...................................................................................32
2.4 Theoretical underpinnings of recent alliance research..................................36
III. DESCRIBING THE PHENOMENON: ALLIANCE CAPABILITIES......................55
3.1 Introduction.......................................................................................................55
3.2 Deriving and defining alliance capabilities.....................................................57
3.3 Alliance capability development process........................................................70
IV. METHODOLOGY.................................................................................................73
4.1 Data collection and methodology.....................................................................73
4.2 Explanatory and dependent variables.............................................................79
V. TOWARDS A MICRO-LEVEL UNDERSTANDING OF ALLIANCE CAPABILITIES85
5.1 Introduction.......................................................................................................85
5.2 Groups of mechanisms.....................................................................................85
5.3 Analysis and results...........................................................................................91
5.4 Interpretation and discussion.......................................................................106
5.5 Conclusions.......................................................................................................117
VI. AN ANALYSIS OF THE ALLIANCE CAPABILITY DEVELOPMENT PROCESS.119
6.1 Introduction.....................................................................................................119
6.2 Hypotheses.......................................................................................................121
6.3 Data collection and methodology...................................................................129
6.4 Analysis and results.......................................................................................132
6.5 Discussion and conclusions............................................................................137
VII. CONCLUSIONS, IMPLICATIONS, LIMITATIONS AND FUTURE RESEARCH
.....................................................................................................................................141
7.1 Conclusions......................................................................................................141
7.2 Theoretical and managerial implications......................................................149
7.3 Limitations and future research.....................................................................152
REFERENCES.............................................................................................................157
APPENDICES............................................................................................................177
SAMENVATTING......................................................................................................195
ABOUT THE AUTHOR............................................................................................199
ECIS DISSERTATION SERIES...................................................................................201