Crick_JSM 2018 Dark Side Final With Authors Details R2.pdf (389.26 kB)
Download fileThe dark-side of coopetition: it’s not what you say, but the way that you do it
journal contribution
posted on 2019-07-15, 10:01 authored by Jim Crick, David Crick, Shiv ChaudhryThis study, underpinned by the Resource-Based View, contributes to our understanding of the dark-side of marketing regarding unwanted and undesirable behaviour that may be detrimental to businesses. It involves regional coopetition (simultaneous collaboration and competition) within New Zealand’s wine sector. Owner-managers of 25 vineyards were interviewed to understand their views towards the potential paradox of coopetition together with another 13 managers that worked at the cellar door (38 interviews in total); also, observations of employees at 13 cellar doors to establish whether what owner-managers claimed was implemented as a ‘strategy as practice’ to customers. In contributing to knowledge, the study finds that although owner-managers of under-resourced firms may advocate the benefits of coopetition to enhance performance, observations indicate that certain front-line employees’ practices were inconsistent with the views of owner-managers. The findings have implications for the way owner-managers recruit, train and incentivise employees to facilitate performance-enhancing service marketing strategies.
History
School
- Business and Economics
Department
- Business
Published in
Journal of Strategic MarketingVolume
30Issue
1Pages
22 - 44Citation
CRICK, J.M., CRICK, D. and CHAUDHRY, S., 2022. The dark-side of coopetition: it’s not what you say, but the way that you do it. Journal of Strategic Marketing, 30 (1), pp.22-44.Publisher
Taylor & Francis (Routledge)Version
- AM (Accepted Manuscript)
Rights holder
© Informa UK Limited, trading as Taylor & Francis GroupPublisher statement
This is an Accepted Manuscript of an article published by Taylor & Francis in Journal of Strategic Marketing on 12 June 2020, available online: http://www.tandfonline.com/10.1080/0965254X.2019.1642936.Acceptance date
2019-07-07Publication date
2019-06-12Copyright date
2020ISSN
0965-254XeISSN
1466-4488Publisher version
Language
- en