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Learning to manage and control interfirm relationships
Bruin, B.J.
2016
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citation for published version (APA)
Bruin, B. J. (2016). Learning to manage and control interfirm relationships. Vrije Universiteit.
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Table of contents
Acknowledgements 7
Chapter 1 Introduction 11
1. Interfirm relationships 11
2. Motivation and research question 12
3. Structure and content of dissertation 16
Chapter 2 Learning to control interfirm relationships: case study
evidence from failure and success experiences
25
1. Introduction 25
2. Theoretical framework 28
2.1 Control in interfirm relationships 28
2.2 Learning and interfirm control 31
2.3 Learning and outcome of prior experiences 34
2.4 Learning and stages of interfirm relationships 36
2.5 Learning and organizational roles 37
3. Methodology 39
3.1 Case study research 39
3.2 Case selection 40
3.3 Data collection 41
3.4 Data analyses 44
4. Case analyses 45
4.1 Case Livestock Group 45
4.2 Within-case analysis Livestock Group 63
4.3 Case Centocor 68
4.4 Within-case analysis Centocor 83
4.5 Cross-case analysis 87
5. Conclusion 90
Chapter 3 The effects of different types of partnering experience on
interfirm performance
93
1. Introduction 93
2. Uncertainty and partnering experience 99
3. Hypotheses 103
3.1 Initial partnering experience 103
3.2 Subsequent partnering experience and favorable transaction conditions
104 3.3 Subsequent partnering experience and unfavorable transaction
conditions
4. Methodology 110
4.1 Interfirm relationships and experimental games 110
4.2 Experimental design and treatments 111
4.3 Experimental task 113
4.4 Variable definitions 116
4.5 Procedures and participants 126
5. Results 128
5.1 Descriptive statistics and correlations 128
5.2 Hypotheses testing 130
5.3 Supplementary analyses: usage of specific communication tactics 143
6. Discussion 145
Chapter 4 Partnering experience and knowledge: is more always better? 149
1. Introduction 149
2. Theory 155
2.1 Uncertainties and learning in alliance management 155
2.2 Partnering experience 156
2.3 Knowledge storage 157
3. Hypotheses 158
3.1 Initial experience 158
3.2 Subsequent experience and favorable transaction conditions 160
3.3 Subsequent experience and unfavorable transaction conditions 161
4. Methodology 163
4.1 Experimental task 163
4.2 Manipulations 165
4.3 Participants and procedures 166
4.4 Measurement of variables 168
5. Results 173
5.1 Descriptive statistics and correlations 173
5.2 Hypothesis 1 175
5.3 Hypothesis 2 179
5.4 Hypothesis 3 183
5.5 Supplementary analysis of communication 187
6. Discussion 191
Chapter 5 Discussion 195
1. Main findings and contributions 195
2. Practical implications 201
References 207
Appendix A Interview protocol 226
Appendix B Detailed overview documents and interviews Livestock Group
case
227
Appendix C Detailed overview documents and interviews Centocor case 229
Appendix D Incentives provided by payoffs per game 231
Appendix E Experimental instructions 234
Appendix F Definitions of codes 237
Appendix G Results on proportion of integrative communication, perception
partner behavior and time used for decision making (chapter 3)
239
Appendix H Graphical presentation of mediation models 243
Appendix I Results on specific communication tactics (chapter 3) 244
Appendix J Results on proportion of integrative communication, perception
partner behavior and time used for decision making (chapter 4)
252
Appendix K Results on specific communication tactics (chapter 4) 257
