308
Views
3
CrossRef citations to date
0
Altmetric
Papers

Entering into strategic alliances: an empirical test of the direct and interaction effects of managers' attitudes, subjective norms, and perceived behavioral control

Pages 3-24 | Received 22 Mar 2012, Accepted 30 Jul 2012, Published online: 21 Nov 2012

References

  • Ahuja , G. 2002 . The duality of collaboration: Inducements and opportunities . Strategic Management Journal , 21 ( 3 ) : 317 – 343 . doi: 10.1002/(SICI)1097-0266(200003)21:3 < 317::AID-SMJ90>3.0.CO;2-B
  • Ajzen , I. 1991 . The theory of planned behavior . Organizational Behavior and Human Decision Processes , 50 : 179 – 211 .
  • Ajzen, I. (2002a). Constructing a TPB questionnaire: Conceptual and methodological considerations [electronic version]. Retrieved May 2002, from: http://www-unix.oit.umass.edu/∼aizen/tpb.html
  • Ajzen , I. 2002b . Perceived behavioral control, self-efficacy, locus of control, and the theory of planned behavior . Journal of Applied Social Psychology , 32 : 1 – 20 .
  • Ajzen , I. and Fishbein , M. 1980 . Understanding attitudes and predicting social behavior , Englewood Cliffs, NJ : Prentice-Hall .
  • Anand , B.N. and Khanna , T. 2000 . Do firms learn to create value? The case of alliances . Strategic Management Journal , 21 : 295 – 315 .
  • Bagozzi , R.P. and Heatherton , T.F. 1994 . A general approach to representing multifaceted personality constructs: application to state self-esteem . Structural Equation Modeling: A Multidisciplinary Journal , 1 ( 1 ) : 35 – 67 . doi: 10.1080/10705519409539961
  • Bagozzi , R.P. and Yi , Y. 1988 . On the evaluation of structural equation models . Journal of the Academy of Marketing Science , 16 ( 1 ) : 74 – 94 .
  • Bucklin , L.P. and Sengupta , S. 1993 . Organizing succesful co-marketing alliances . Journal of Marketing , 57 ( April ) : 32 – 46 .
  • Cordano , M. and Frieze , I.H. 2000 . Pollution reduction preferences of U.S. environmental managers: Applying Ajzen's theory of planned behavior . Academy of Management Journal , 43 : 627 – 632 .
  • Engel , J.F. , Kollat , D.T. and Blackwell , R.D. 1990 . Consumer behavior , 6th ed. , Chicago, IL : Dryden Press .
  • Finkelstein , S. and Hambrick , D.C. 1996 . Strategic leadership: Top executives and their effects on organizations , St Paul, MN : West Publishing Company .
  • Fishbein , M. and Ajzen , I. 1975 . Belief, attitude, intention and behavior: An introduction to theory and research , Reading, MA : Addison-Wesley .
  • Fornell , C. and Larcker , D.F. 1981 . Evaluating structural equation models with unobservable variables and measurement error . Journal of Marketing Research , 18 ( 1 ) : 39 – 50 .
  • Foxal , G. 1984 . Evidence of attitudinal-behavior consistency: Implications for consumer research . Journal of Economic Psychology , 5 ( 1 ) : 71 – 92 .
  • Gulati , R. 1995 . Social structure and alliance formation patterns: A longitudinal analysis . Administrative Science Quarterly , 40 : 619 – 652 .
  • Gulati , R. 1998 . Alliances and networks . Strategic Management Journal , 19 ( 4 ) : 293 – 317 . doi: 10.1002/(SICI)1097-0266(199804)19:4 < 293::AID-SMJ982>3.0.CO;2-M
  • Gulati , R. 1999 . Network location and learning: The influence of network resources and firm capabilities on alliance formation . Strategic Management Journal , 20 : 379 – 420 .
  • Hair , J.F. J. , Anderson , R.E. , Tatham , R.L. and Black , W.C. 1998 . Multivariate data analysis , Upper Saddle River, NJ : Prentice-Hall .
  • Hambrick , D.C. and Mason , P.A. 1984 . Upper echelons: The organization as a reflection of its top managers . Academy of Management Review , 9 : 193 – 206 .
  • Heide , J.B. and John , G. 1990 . Alliances in industrial purchasing: The determinants of joint action in buyer–seller relationships . Journal of Marketing Research , 27 ( 1 ) : 24 – 36 .
  • Heide , J.B. and John , G. 1992 . Do norms matter in marketing relationships? . Journal of Marketing , 56 ( 2 ) : 32 – 44 .
  • Hill , M. , Mann , L. and Wearing , A.J. 1996 . The effects of attitude, subjective norm and self-efficacy on intention to benchmark: A comparison between managers with experience and noexperience in benchmarking . Journal of Organizational Behavior , 17 : 313 – 327 . doi: 10.1002/(SICI)1099-1379(199607)17:4 < 313::AID-JOB753>3.0.CO;2-X
  • Homburg , C. and Bucerius , M. 2006 . Is speed of integration really a success factor of mergers and acquisitions? An analysis of the role of internal and external relatedness . Strategic Management Journal , 27 ( 4 ) : 347 – 367 . doi: 10.1002/smj.520
  • Howard , J.A. 1977 . Consumer behavior: Application of theory , New York : McGraw-Hill .
  • Kogut , B. 1991 . Joint ventures and the option to expand and acquire . Management Science , 37 ( 1 ) : 19 – 33 .
  • Lambe , C.J. , Morgan , R.E. , Sheng , S. and Kutwaroo , G. 2009 . Alliance-based new product development success: The role of formalization in exploration and exploitation contexts . Journal of Business-to-Business Marketing , 16 : 242 – 275 .
  • Larson , A. 1992 . Network dyads in entrepreneurial settings: A study of the governance of exchange relationships . Administrative Science Quarterly , 37 : 76 – 104 .
  • Lee , R.P. and Grewal , R. 2004 . Strategic responses to new technologies and their impact on firm performance . Journal of Marketing , 68 ( 4 ) : 157 – 171 .
  • Mohr , J. and Spekman , R. 1994 . Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques . Strategic Management Journal , 15 : 135 – 152 .
  • Murray , J.Y. 2001 . Strategic alliance-based global sourcing strategy for competitive advantage: A conceptual framework and research propositions . Journal of International Marketing , 9 ( 4 ) : 58 Retrieved from http://www.jstor.org/stable/25048868
  • Netemeyer , R.G. and Bearden , W.O. 1992 . A comparative analysis of two models of behavioral intention . Journal of the Academy of Marketing Science , 20 ( 1 ) : 49 – 59 .
  • Nohria , N. and Garcia-Pont , C. 1991 . Global strategic linkages and industry structure . Strategic Management Journal , 12 : 105 – 124 . doi: 10.1002/smj.4250120909
  • Osborn , R.N. and Hagedoorn , J. 1997 . The institutionalization and evolutionary dynamics of interorganizational alliances and networks . Academy of Management Journal , 40 : 261 – 278 .
  • Parkhe , A. 1993 . Strategic alliance structuring: A game theoretic and transaction cost examination of interfirm cooperation . Academy of Management Journal , 36 : 794 – 830 .
  • Reilly , A.H. , Brett , J.M. and Stroh , L.K. 1993 . The impact of corporate turbulence on managers' attitudes . Strategic Management Journal , 14 : 167 – 180 .
  • Sheppard , B.H. , Hartwick , J. and Warshaw , P.R. 1988 . The theory of reasoned action: A meta-analysis of past research with recommendations for modifications and future research . Journal of Consumer Research , 15 : 325 – 343 .
  • Swaminathan , V. and Moorman , C. 2009 . Marketing alliances, firm networks, and firm value creation . Journal of Marketing , 73 ( 5 ) : 52 – 69 .
  • Taylor , S. and Todd , P. 1995 . Decomposition and crossover effects in the theory of planned behavior: A study of consumer adoption intentions . International Journal of Research in Marketing , 12 : 137 – 155 .
  • Varadarajan , P.R. and Cunningham , M.H. 1995 . Strategic alliances: A synthesis and conceptual foundations . Journal of the Academy of Marketing Science , 34 ( 4 ) : 282 – 296 . doi: 10.1177/009207039502300408
  • Weick , K.E. 1969a . Laboratory organizations and unnoticed causes . Administrative Science Quarterly , 14 : 294 – 304 .
  • Weick , K.E. 1969b . The social psychology of organizing , Reading, MA : Addison-Wesley Publishing Company .
  • Whipple , J.S. , Frankel , R. and Frayer , D.J. 1996 . Logistical alliance formation motives: Similarities and differences within the channel . Journal of Marketing Theory and Practice , 4 ( 2 ) : 26 – 37 .
  • Yarbrough , A.K. and Powers , T.L. 2006 . A resource-based view of partnership strategies in health care organizations . Journal of Hospital Marketing & Public Relations , 17 ( 1 ) : 45 – 65 .
  • Ziller , R.C. 1964 . Individuation and socialization . Human Relations , 17 : 341 – 360 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.