Cooperation in Strategic Alliances in Export Context: Cross-National Comparison

Given the paucity of cross-national research pertaining to international strategic alliances in distribution channels, the purpose of this project is to develop a conceptual model that examines the impact of learning orientation, relationship longevity, and relationship closeness as determinants of cooperation, as well as the association between relationship satisfaction and performance as outcomes of cooperation. The research hypotheses are tested using data drawn from a sample of manufacturing firms located in the United States, Finland, the People’s Republic of China (PRC), and Poland. Given the different economic orientations of these countries, this cross-national investigation also seeks to identify if manufacturers located in countries with different economic orientations place greater emphasis on specific alliance management factors compared to their counterparts located in other countries when fostering cooperation between them and their international distribution alliance partners.