Jump to ContentJump to Main Navigation
Show Summary Details
More options …

Entrepreneurship Research Journal

Ed. by Labaki, Rania / Lyons, Thomas / Zachary, Ramona K. / Mishra, Chandra

IMPACT FACTOR 2017: 1.250

CiteScore 2017: 1.26

SCImago Journal Rank (SJR) 2017: 0.412
Source Normalized Impact per Paper (SNIP) 2017: 1.189

See all formats and pricing
More options …

Alliance Governance and Performance in SMEs: Matching Relational and Contractual Governance with Alliance Goals

Daniel Pittino
  • Corresponding author
  • Department of Economics and Statistics, University of Udine, 33100 Udine, Province of Udine, Italy
  • Email
  • Other articles by this author:
  • De Gruyter OnlineGoogle Scholar
/ Paola Angela Maria Mazzurana
Published Online: 2013-02-23 | DOI: https://doi.org/10.1515/erj-2012-0007


  • Ahern, R. 1993. “The Role of Strategic Alliances in the International Organization of Industry.” Environment and Planning 25(9):1229–46.CrossrefGoogle Scholar

  • Arino, A. 2003. “Measures of Strategic Alliance Performance: An Analysis of Construct Validity.” Journal of International Business Studies 34:66–79.CrossrefGoogle Scholar

  • Astley, W.G. 1984. “Toward An Appreciation of Collective Strategy.” Academy of Management Review 9:526–35.Google Scholar

  • Astley, W.G., and C.J. Fombrun. 1983. “Collective Strategy: Social Ecology of Organizational Environments.” Academy of Management Review 8(4):576–87.Google Scholar

  • Barney, J. 1991. “Firm Resources and Sustained Competitive Advantage.” Journal of Management 17(1):99–120.CrossrefGoogle Scholar

  • Bradach, J., and R. Eccles. 1989. “Price, Authority, and Trust.” Annual Review of Sociology 15:97–118.CrossrefGoogle Scholar

  • Buechel, B. 2000. “Framework of Joint Venture Development: Theory-Building Through Qualitative Research.” Journal of Management Studies 37:637–61.CrossrefGoogle Scholar

  • Carney, M. 2005. “Corporate Governance and Competitive Advantage in Family-Controlled Firms.” Entrepreneurship Theory and Practice 29:249–65.CrossrefGoogle Scholar

  • Cassiman, B., and R. Veugelers. 2006. “In Search of Complementarity in Innovation Strategy: Internal R&D and External Knowledge Acquisition.” Management Science 52:68–82.CrossrefGoogle Scholar

  • Chen, W.H. 1999. “Manufacturing Strategies of Network-Based Small Business Firms: Observations on the Textile Industry in Taiwan.” Journal of Small Business Management 37(2):46–62.Google Scholar

  • Contractor, F.J., and W. Ra. 2002. “How Knowledge Attributes Influence Alliance Governance Choices: A Theory Development Note.” Journal of International Management 8:11–27.CrossrefGoogle Scholar

  • Cooke P., N. Clifton, and M. Oleaga. 2005. “Social Capital, Firm Embeddedness and Regional Development.” Regional Studies 39:1065–77.CrossrefGoogle Scholar

  • Coombs, J.E., and D.L. Deeds. 2000. “International Alliances as Sources of Capital: Evidence from the Biotechnology Industry.” Journal of High Technology Management Research 11(2):235–53.Google Scholar

  • Crozier, M., and J. Thoenig. 1976. “The Regulation of Complexorganized Systems.” Administrative Science Quarterly 21:547–70.CrossrefGoogle Scholar

  • Das, T.K., and B.S. Teng. 1998. “Between Trust and Control: Developing Confidence In Partner Cooperation in Alliances.” Academy of Management Review 23(3):491–512.Google Scholar

  • Davenport, S., and A. Miller. 2000. “The Formation and Evolution of International Research Alliances in Emergent Technologies: Research Issues.” Journal of High Technology Management Research 11(2):199–213.Google Scholar

  • De Man, A.P., and N. Roijakkers. 2009. “Alliance Governance: Balancing Control and Trust in Dealing with Risk.” Long Range Planning 42:75–95.CrossrefGoogle Scholar

  • Deeds, D.L., and C.W.L. Hill. 1996. “Strategic Alliances and the Role of New Product Development: An Empirical Study of Entrepreneurial Biotechnology Firms.” Journal of Business Venturing 11(1):41−5.CrossrefGoogle Scholar

  • Delerue, H. 2005. “Relational Risk Perception and Alliance Management in French Biotechnology SMEs.” European Business Review 17(6):532–46.CrossrefGoogle Scholar

  • Dickson, P.H., K.M. Weaver, and F. Hoy. 2006. “Opportunism in the R&D Alliances of SMEs: The Roles of Institutional Environment and SME Size.” Journal of Business Venturing 21(4):487–513.CrossrefGoogle Scholar

  • Dickson, P.H., and K.M. Weaver. 2011. “Institutional Readiness and Small to Medium-Sized Enterprise Alliance Formation.” Journal of Small Business Management 49:126–48.CrossrefGoogle Scholar

  • Douma, M.U., J. Bilderbeek, P.J. Idenburg, and J.K. Looise. 2000. “Strategic Alliances: Managing the Dynamics of Fit.” Long Range Planning 33:579–98.CrossrefGoogle Scholar

  • Draulans, J., A.P. DeMan, and H.W. Volberda. 2003. “Building Alliance Capability: Management Techniques for Superior Alliance Performance.” Long Range Planning 36:151–66.CrossrefGoogle Scholar

  • Dyer, J., and H. Singh. 1998. “The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage.” Academy of Management Review 23(4):660–79.Google Scholar

  • Faems, D., M. Janssens, A. Madhok, and B. Van Looy. 2008. “Towards An Integrative Perspective on Alliance Governance: Connecting Contract Design, Contract Application and Trust Dynamics.” Academy of Management Journal 51:1053–78.CrossrefGoogle Scholar

  • Gaur, A.S., D. Mukherjee, S.S. Gaur, and F. Schmid. 2011. “Environmental and Firm Level Influences on Inter-Organization Trust and SME Performance.” Journal Management Studies 48(8):1752–81.CrossrefGoogle Scholar

  • Ghoshal, S., and P. Moran. 1996. “Bad for Practice: A Critique of Transaction Theory.” Academy of Management Review 21(1):13–47.Google Scholar

  • Graebner, M.E. 2009. “Caveat Venditor: Trust Asymmetries in Acquisitions of Entrepreneurial firms.” Academy of Management Journal 52(3):435–72.CrossrefGoogle Scholar

  • Gulati, R., and H. Singh. 1998. “The Architecture of Cooperation: Managing Coordination Costs and Appropriation Concerns in Strategic Alliances.” Administrative Science Quarterly 43 (4):781–814.CrossrefGoogle Scholar

  • Gulati, R. 1995. “Does Familiarity Breed Trust: The Implications of Repeated Ties for Contractual Choice in Alliances.” Academy of Management Journal 38(1):85–112.CrossrefGoogle Scholar

  • Gulati, R. 1998. “Alliances and Networks.” Strategic Management Journal April (Special Issue 19):293–317.Google Scholar

  • Gulati, R., P.R. Lawrence, and P. Puranam. 2005. “Adaptation in Vertical Relationships: Beyond Incentive Conflict.” Strategic Management Journal 26(5):415–440.CrossrefGoogle Scholar

  • Heck, R.K.Z., and E.S. Trent. 1999. “The Prevalence of Family Business from a Household Sample.” Family Business Review 12(3):209–24.CrossrefGoogle Scholar

  • Hoetker, G., and T. Mellewigt. 2009. “Choice and Performance of Governance Mechanisms: Matching Alliance Governance to Asset Type.” Strategic Management Journal 30:1025–44.CrossrefGoogle Scholar

  • Hoskisson, R.E., J. Covin, H.W. Volberda, and R.A. Johnson. 2011. “Revitalizing Entrepreneurship: The Search for New Research Opportunities.” Journal of Management Studies 48:1141–68.CrossrefGoogle Scholar

  • Kale, P., J.H. Dyer, and H. Singh. 2002. “Alliance Capability, Stock Market Response, and Long-Term Alliance Success: The Role of the Alliance Function.” Strategic Management Journal 23:747–67.CrossrefGoogle Scholar

  • Kale, P., H. Singh, and H. Perlmutter. 2000. “Learning and Protection of Proprietary Assets in Strategic Alliances: Building Relational Capital.” Strategic Management Journal 21:217–37.CrossrefGoogle Scholar

  • Koza, M.P., and A.Y. Lewin. 1998. “The Co-Evolution of Strategic Alliances.” Organization Science 9:255–64.CrossrefGoogle Scholar

  • Larson, A. 1992. “Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Relationships.” Administrative Science Quarterly 37(1):76–104.CrossrefGoogle Scholar

  • Lawrence, P.R., and J.W. Lorsch. 1967. Organization and Environment: Managing Differentiation and Integration. Boston: Harvard University.Google Scholar

  • Lechner, C., and M. Dowling. 2003. “Firm Networks: External Relationships as Sources for the Growth and Competitiveness of Entrepreneurial Firms.” Entrepreneurship & Regional Development 15(1):1–26.Google Scholar

  • Lee, Y., and S.T. Cavusgil. 2006. “Enhancing Alliance Performance: The Effects of Contractual-Based versus Relational-based Governance.” Journal of Business Research 59:896–905.CrossrefGoogle Scholar

  • Levinthal, D.A., and J.G. March. 1993. “The Myopia of Learning.” Strategic Management Journal 14:95–112.CrossrefGoogle Scholar

  • Lin, X., and R. Germain. 1998. “Sustaining Satisfactory Joint Venture Relationships: The Role of Conflict Resolution Strategy.” Journal of International Business Studies 29:179–96.CrossrefGoogle Scholar

  • Lyons, B., and J. Mehta. 1997. “Contracts, Opportunism and Trust: Self-Interest and Social Orientation.” Cambridge Journal of Economics 21:239–57.CrossrefGoogle Scholar

  • Malhotra, D., and J. Murnighan. 2002. “The Effects of Contracts on Interpersonal Trust.” Administrative Science Quarterly 47:534–59.CrossrefGoogle Scholar

  • March, J.G. 1991. “Exploration and Exploitation in Organisational Learning.” Organisation Science 2(1):71–87.CrossrefGoogle Scholar

  • Martinez, J.I., and J.C. Jarillo. 1989. “The Evolution of Research on Coordination Mechanisms in Multinational Corporations.” Journal of International Business Studies 20 (3):489–514.CrossrefGoogle Scholar

  • Mellewigt, T., A. Madhok, and A. Weibel. 2007. “Trust and Formal Contracts in Interorganizational Relationships: Substitutes and Complements.” Managerial and Decision Economics 28:833–47.CrossrefGoogle Scholar

  • Mesquita, L.F., and S. Lazzarini. 2008. “Horizontal and Vertical Relationships in Developing Economies: Implications for SMEs’ Access to Global Markets.” Academy of Management Journal 51:359–80.CrossrefGoogle Scholar

  • Mohr, J., and R. Spekman. 1994. “Characteristics of Partnership Success: Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques.” Strategic Management Journal 15:135–52.CrossrefGoogle Scholar

  • Morck, R., and B. Yeung. 2004. “Family Control and the Rent-Seeking Society.” Entrepreneurship Theory and Practice 28:391–409.CrossrefGoogle Scholar

  • Mukherjee, D., A.S. Gaur, S.S. Gaur, and F.P. Schmid. 2012. “External and Internal Influences on R&D Alliance Formation: Evidence from German SMEs.” Journal of Business Research, in press.Google Scholar

  • Murray, J., and M. Kotabe. 2005. “Performance Implications of Strategic Fit Between Alliance Attributes and Alliance Forms.” Journal of Business Research 58(11):1525–33.CrossrefGoogle Scholar

  • Nickerson, J.A., and T.R. Zenger. 2004. “A Knowledge-Based Theory of the Firm – The Problem-Solving Perspective.” Organization Science 15:617–32.CrossrefGoogle Scholar

  • Nielsen, B.B. 2010. “Strategic Fit, Contractual and Procedural Governance in Alliances.” Journal of Business Research 63:682–9.CrossrefGoogle Scholar

  • O’Dwyer, M., and E. O’Flynn. 2005. “MNC–SME Strategic Alliances – A Model Framing Knowledge Value as the Primary Predictor of Governance Modal Choice.” Journal of International Management 11(3):397–416.CrossrefGoogle Scholar

  • Olson, P.D., V.S. Zuiker, S.M. Danes, K. Stafford, R.K.Z. Heck, and K.A. Duncan. 2003. “The Impact of the Family and the Business on Family Business Sustainability.” Journal of Business Venturing 18:639–66.CrossrefGoogle Scholar

  • Parkhe, A. 1993. “Strategic Alliance Structuring: A Game the- Oretic and Transaction Cost Examination of Interfirm Co-operation.” Academy of Management Journal 36:794–829.CrossrefGoogle Scholar

  • Piore, M., and C. Sabel. 1984. The Second Industrial Divide: Possibilities for Prosperity. New York: Basic Books.Google Scholar

  • Pittino, D., and F. Visintin. 2011. “The Propensity Toward Interorganizational Cooperation in Small- and Medium-Sized Family Businesses. Journal of Family Business Strategy 2 (2):57–68.Google Scholar

  • Poppo, L., and T. Zenger. 1998. “Testing Alternative Theories of the Firm: Transaction Cost, Knowledge-Based, and Measurement Explanations for Make-or-Buy Decisions in Information Services.” Strategic Management Journal 19(9):853–77.CrossrefGoogle Scholar

  • Poppo, L., and T. Zenger. 2002. “Do Formal Contracts and Relational Governance Function as Substitutes or Complements” Strategic Management Journal 23(8):707–25.CrossrefGoogle Scholar

  • Ring, P.M., and A.H. Van de Ven. 1989. “Formal and Informal Dimensions in Transactions.” In Research on the Management of Innovation: The Minnesota Studies, edited by A.H. Van de Ven, H. Angle, M.S. Poole, 171–92. New York: Ballinger.Google Scholar

  • Rothaermel, F.T., and D.L. Deeds. 2004. “Exploration and Exploitation Alliances in Biothechnology: A System of New Product Development.” Strategic Management Journal 25:201–22.CrossrefGoogle Scholar

  • Royer, S., R. Simons, B. Boyd, and A. Rafferty. 2008. “Promoting Family: A Contingency Model of Family Business Succession.” Family Business Review 21:15–30.CrossrefGoogle Scholar

  • Schoonjans, B., P. Van Cauwenberge, and H. Vander Bauwhede. 2011. “Formal Business Networking and SME Growth.” Small Business Economics (Online First™): 1–13.Google Scholar

  • Silverman, B., and J.A.C. Baum. 2002. “Alliance-Based Competitive Dynamics.” Academy of Management Journal 45:791–806.CrossrefGoogle Scholar

  • Sobrero, M., and S. Schrader. 1998. “Structuring Inter-Firm Relationships: A Meta-Analytic Approach.” Organization Studies 19(4):585–615.CrossrefGoogle Scholar

  • Steier, L. 2003. “Variants of Agency Contracts in Family-Financed Ventures as a Continuum of Familial Altruistic and Market Rationalities.” Journal of Business Venturing 18(5):597–618.CrossrefGoogle Scholar

  • Teng, B.S. 2007. “Corporate Entrepreneurship Activities through Strategic Alliances: A Resource-Based Approach toward Competitive Advantage.” Journal of Management Studies 44:119–42.CrossrefGoogle Scholar

  • Uhlaner, L.M., R. Flören, and J.R. Geerlings. 2007. “Ownership Commitment and Relational Governance in the Privately-Held Firm: An Empirical Study.” Small Business Economics Journal 29(3):275–93.CrossrefGoogle Scholar

  • Uhlaner, L.M., M. Wrigh, and M. Huse. 2007. “Private Firms and Corporate Governance: An Integrated Economic and Management Perspective.” Small Business Economics Journal 29(3):225–41.CrossrefGoogle Scholar

  • Uzzi, B. 1997. “Social Structure and Competition in Interfirm Networks: The Paradox of Embeddedness.” Administrative Science Quarterly 42(1):35–67.CrossrefGoogle Scholar

  • Van Gils, A., and P.S. Zwart. 2009. “Alliance Formation Motives in SMEs. An Explorative Conjoint Analysis Study.” International Small Business Journal 27(1):5–37.CrossrefGoogle Scholar

  • Vanhaverbeke, W., G. Duysters, and N. Noorderhaven. 2002. “External Technology Sourcing through Alliances or Acquisitions: An Analysis of the Application-Specific Integrated Circuits Industry.” Organization Science 13(6):714–33.CrossrefGoogle Scholar

  • Walter, J., C. Lechner, and F.W. Kellermanns. 2007. “Knowledge Transfer between and within Alliance Partners: Private versus Collective Benefits of Social Capital.” Journal of Business Research 60(7):698–710.CrossrefGoogle Scholar

  • Walter, J., C. Lechner, and F.W. Kellermanns. 2008. “Disentangling Alliance Management Processes: Decision Making, Politicality, and Alliance Performance.” Journal of Management Studies 45:530–60.CrossrefGoogle Scholar

  • Wiklund, J., and D.A. Shepherd. 2009. “The Effectiveness of Alliances and Acquisitions: The Role of Resource Combination Activities.” Entrepreneurship Theory and Practice 33:193–212.CrossrefGoogle Scholar

  • Williamson, O.E. 1975. Markets and Hierarchy: Analysis and Antitrust Implications. New York: Free Press.Google Scholar

  • Williamson, O.E. 1985. The Economic Institutions of Capitalism. New York: Free Press.Google Scholar

  • Winter, M., M.A. Fitzgerald, R.K.Z. Heck, G.W. Haynes, and S.M. Danes. 1998. “Revisiting the Study of Family Businesses: Methodological Challenges, Dilemmas, and Alternative Approaches.” Family Business Review 11(3):239–52.CrossrefGoogle Scholar

  • Woodward, J. 1958. Management and Technology. London: Her Majesty’s Stationary Office.Google Scholar

  • Wuyts, S., and I. Geykens. 2005. “The Formation of Buyer-Supplier Relationships: Detailed Contract Drafting and Close Partner Selection.” Journal of Marketing 69(4):103–17.CrossrefGoogle Scholar

  • Yamakawa, Y., H. Yang, and Z.J. Lin. 2011. “Exploration versus Exploitation in Alliance Portfolio: Performance Implications of Organizational, Strategic, and Environmental Fit.” Research Policy 40(2):287–96.CrossrefGoogle Scholar

  • Zachary, R.K. 2011. “The Importance of the Family System in Family Business.” Journal of Family Business Management 1(1):26–36.CrossrefGoogle Scholar

  • Zachary, R.K., S.M. Danes, and K. Stafford. 2013. “Extensions of the Sustainable Family Business Theory (SFBT): Operationalization and Application.” In Handbook of Research on Family Business (2nd edition), edited by K. Smyrnios, P.Z. Poutziouris, S. Goel. Cheltenham: Edward Elgar.Google Scholar

  • Zaheer, A., B. McEvily, and V. Perrone. 1998. “Does Trust Matter Exploring the Effects of Inter-Organizational and Interpersonal Trust on Performance.” Organization Science 9(2):1–20.Google Scholar

About the article

Published Online: 2013-02-23

Citation Information: Entrepreneurship Research Journal, Volume 3, Issue 1, Pages 62–83, ISSN (Online) 2157-5665, ISSN (Print) 2194-6175, DOI: https://doi.org/10.1515/erj-2012-0007.

Export Citation

©2013 by Walter de Gruyter Berlin / Boston.Get Permission

Citing Articles

Here you can find all Crossref-listed publications in which this article is cited. If you would like to receive automatic email messages as soon as this article is cited in other publications, simply activate the “Citation Alert” on the top of this page.

Cecilia Grieco, Gennaro Iasevoli, Lerong He, and Lerong He
Management Research Review, 2017, Page 00

Comments (0)

Please log in or register to comment.
Log in