A framework for partner engagement: Episodes in the life of interorganizational partnerships

ABSTRACT

Scholars have widely studied engagement in consumer contexts, but research attention on engagement in interorganizational partnerships is lacking. The authors introduce the construct of partner engagement (PE) in business relationships–episodes of intense resource and social exchanges between two independent business entities directed toward common outcomes – and articulate its importance in understanding long-term collaborations. Hunt and Morgan’s Resource-advantage (R-A) theory provides the theoretical underpinnings and rationale for the proposed PE framework. For this study, in-depth interviews were conducted to empirically develop the framework and propose the influence of environmental and relational factors in PE episodes. The article elaborates on the nature of PE and its influence on long-term collaboration. The implications for managing partnerships and advancing theory are discussed.

Acknowledgments

We thank the editor and the reviewers for their valuable comments that helped in improving the manuscript and bringing the contributions to the fore. We also acknowledge the resources received from our respective universities, comments from our research colleagues and the support provided by EMU graduate student, Ms. Cynthia Kazanis during the initial phases.