Disentangling Alliance Management Processes: Decision Making, Politicality, and Alliance Performance

31 Pages Posted: 16 Apr 2008  

Jorge Walter

The George Washington University - School of Business

Christoph Lechner

University of St. Gallen

Franz W. Kellermanns

University of Tennessee, Knoxville

Abstract

Using a sample of 106 organizations engaged in strategic alliances, we develop and test a framework of alliance-related organizational decision-making processes and their impact on alliance performance. With regard to direct effects, our results show a negative impact of decision-making recursiveness and no significant relationship for openness and procedural rationality. Acknowledging the importance of the organization's micropolitical context in which these decision processes are embedded, we also test the moderating influence of politicality. Our findings provide support for our hypotheses that in a context of low politicality, the decision-making characteristics of openness and procedural rationality have a positive influence, whereas recursiveness negatively affects alliance performance. In a context of high politicality, however, openness and procedural rationality exert a negative influence, and the negative impact of recursiveness is aggravated. We suggest that alliance-related decision making cannot be adequately understood without explicitly considering the micropolitical context in organizations.

Suggested Citation

Walter, Jorge and Lechner, Christoph and Kellermanns, Franz W., Disentangling Alliance Management Processes: Decision Making, Politicality, and Alliance Performance. Journal of Management Studies, Vol. 45, Issue 3, pp. 530-560, May 2008. Available at SSRN: https://ssrn.com/abstract=1121087 or http://dx.doi.org/10.1111/j.1467-6486.2007.00749.x

Jorge Walter (Contact Author)

The George Washington University - School of Business ( email )

School of Business
2201 G Street, NW, Funger Hall 615
Washington, DC 20052
United States

Christoph Lechner

University of St. Gallen ( email )

Varnbuelstr. 14
Saint Gallen, St. Gallen CH-9000
Switzerland

Franz W. Kellermanns

University of Tennessee, Knoxville ( email )

Knoxville, TN 37996
United States

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