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Mapping managerial exchange and alliance performance: The contingent effects of firm size and managerial tenure

Toon, Mark ORCID:, Robson, Matthew ORCID: and Morgan, Robert ORCID: 2018. Mapping managerial exchange and alliance performance: The contingent effects of firm size and managerial tenure. Presented at: IMM Summit 2018, 2018. -.

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The managerial relationship process between alliance partners is critical for alliance success and yet is not always well understood. Drawing upon social exchange theory, we employ evidence from the UK construction industry and examine such an exchange process and identify important contextual factors that contribute to alliance success. Using data from 204 building contractor–architect alliances, we: 1) conceptualize affective and cognitive factors— relational capital and technical exchange, respectively—within the managerial relationship process; 2) map antecedent conditions for this process, namely, compatibility and similarity; 3) examine the moderating effect of firm size on the function of compatibility as an antecedent; and 4) identify managerial tenure as a moderator of alliance performance outcomes of the process. The results reveal that relational capital between the alliance partners is conducive to superior technical exchanges. We show that compatibility, but not similarity, is positively linked to relational capital. Further, the association of compatibility with relationship capital is more evident among smaller firms. The performance relevance of technical exchange is elevated in situations where the alliance partners exhibit longer managerial tenure. The study concludes with theoretical implications and recommendations for further research. The practical implications for managers are also examined and generate insights into the importance of compatible managerial approaches, as determined by firm size, and the relative importance of length of tenure in influencing the efficacy of technical exchanges in these alliances.

Item Type: Conference or Workshop Item (Paper)
Status: Unpublished
Schools: Business (Including Economics)
Last Modified: 24 Nov 2022 10:00

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