Why are some companies more successful with alliances than others?
Because some companies have built up an alliance capability. They have invested tools, skills and processes that support alliance management. But they also have something else. They have a culture that is supportive of collaboration.
One of the biggest long term challenges for alliance professionals is fostering collaborative capability throughout their organizations. Despite much attention to the matter of collaborative culture, there is very little research defining the specific elements of a culture that is supportive of partnering effectively. The researchers and authors of this study set out to define the attributes of an Alliance Culture and a model to measure it. This research fills an important gap in understanding how culture contributes to alliance success and provides insight to alliance managers on how to foster better collaboration.
- Ard-Pieter de Man, Professor of Management Studies at the VU University Amsterdam and Principal Consultant at Atos Consultant
- Dave Luvison, Professor at the Keller Graduate School of Management of DeVry University