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The dark-side of coopetition: Influences on the paradoxical forces of cooperativeness and competitiveness across product-market strategies

journal contribution
posted on 26.08.2020, 14:28 by Jim Crick, Dave Crick
Although it has been widely established that coopetition (simultaneous cooperation and competition) has a positive association with firms’ performance, researchers have largely overlooked the environmental and firm-level forces potentially affecting that relationship. Under resource-based theory and the relational view, this current study evaluates whether competitive intensity and competitive aggressiveness negatively moderate the coopetition-financial performance relationship. Through a mixed methods approach featuring New Zealand wine producers, a positive relationship existed between coopetition and financial performance supporting earlier research. However, competitive aggressiveness provided a negative moderation effect and competitive intensity had a positive moderation effect. Unique insights emerge regarding underlying issues (potential dark-sides) behind the coopetition-financial performance relationship. Competitive intensity provides an opportunity for owner-managers to select trustworthy rivals targeting complementary product-markets. However, if decision-makers cannot effectively manage competitive aggressiveness across product-market strategies, they are likely to experience certain harmful outcomes, like tensions and diluted competitive advantages.

History

School

  • Business and Economics

Department

  • Business

Published in

Journal of Business Research

Volume

122

Pages

226 - 240

Publisher

Elsevier

Version

AM (Accepted Manuscript)

Rights holder

© Elsevier Inc.

Publisher statement

This paper was accepted for publication in the journal Journal of Business Research and the definitive published version is available at https://doi.org/10.1016/j.jbusres.2020.08.065.

Acceptance date

26/08/2020

Publication date

2020-09-15

Copyright date

2020

ISSN

0148-2963

Language

en

Depositor

Dr James M. Crick. Deposit date: 26 August 2020

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