Evaluating the dynamics of strategic alliances in Turkey: the impact of firm- and relationship-specific factors on alliance performance

Abstract

This study evaluates the dynamics of strategic alliances in Turkey, through exploring the general characteristics of alliances, such as motives and forms of cooperation, and investigates the impact of firm-specific factors (i.e., alliance orientation and partner selection criteria) and relationship-specific factors (i.e., strategic fit, cultural fit and organizational fit) on alliance performance, as well as assesses the mediating role of trust between relationship-specific factors and alliance performance. The model is tested using data from 106 strategic alliances in Turkey, including both equity alliances (joint ventures) and non-equity alliances (contractual alliances). The results indicate that, alliance orientation, strategic fit and organizational fit lead to superior alliance performance, and that cultural fit is positively related to partner trustworthiness. Strategic fit is significantly related to alliance performance when the relationship length between partners is relatively shorter. When the relationship gets older, organizational fit significantly affects alliance performance. Furthermore, results show that as the relationship length of a strategic alliance increases, strategic fit and cultural fit levels between partners also increase. Regardless of the relationship length, alliance orientation is always positively related to alliance performance.