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Rising up to the challenge of our rivals: unpacking the drivers and outcomes of coopetition activities

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journal contribution
posted on 2021-04-28, 14:21 authored by Jim Crick, Dave Crick
Although a body of work surrounds the notion of coopetition (simultaneous cooperation and competition), the complexities of these inter-firm networks remain relatively under-researched. Consequently, this current study infuses resource-based theory and the relational view (alongside drawing upon the outside-in marketing perspective) to evaluate the drivers and outcomes of coopetition activities. The core method involved collecting survey data from a national-level sample of 323 American wine producers. After assessing this information for all major robustness checks, ordinary least squares regression analysis was used in the model-testing stage. The results showed that while a coopetition-oriented mindset, a competitor orientation, inter-firm trust, and competitive intensity positively impact coopetition activities (in a linear manner), there are certain moderating effects that influence these paths. Additionally, coopetition activities yielded a quadratic association with company performance. Business experience negatively affected this link, whereas, there was a positive interaction effect from industry experience. These findings, offer new evidence regarding the risks and potential rewards of coopetition, including mechanisms that decision-makers can utilize to manage these inter-firm relationships.

History

School

  • Business and Economics

Department

  • Business

Published in

Industrial Marketing Management

Volume

96

Pages

71-85

Publisher

Elsevier

Version

  • AM (Accepted Manuscript)

Rights holder

© Elsevier

Publisher statement

This paper was accepted for publication in the journal Industrial Marketing Management and the definitive published version is available at https://doi.org/10.1016/j.indmarman.2021.04.011.

Acceptance date

2021-04-27

Publication date

2021-05-06

Copyright date

2021

ISSN

0019-8501

Language

  • en

Depositor

Dr James M. Crick. Deposit date: 28 April 2021

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