Journal of the Academy of Marketing Science
Volume 39, Issue 5, 2011, Pages 757-776

Global innovation generation and financial performance in business-to-business relationships: The case of cross-border alliances in the pharmaceutical industry (Article) (Open Access)

Sivakumar K.* , Roy S. , Zhu J. , Hanvanich S.
  • a Department of Marketing, Lehigh University, 621 Taylor Street, Bethlehem, PA 18015-3117, United States
  • b College of Business, University of New Haven, 300 Boston Post Road, West Haven, CT 06516, United States
  • c School of Business, The University of Hong Kong, Room 713 MengWah Complex, Pokfulam Road, Hong Kong, Hong Kong
  • d Hanvanich Financial LLC, 2555 S. Dixie Drive, Suite 202, Kettering, OH 45409, United States

Abstract

The past few decades have witnessed a significant increase in the number of cross-border strategic alliances among firms. We focus on the role of alliance expertise (alliance experience and diversity of partners) and alliance governance (horizontal vs. vertical alliances and joint venture vs. other alliances) in global innovation generation. We also examine the effect of these variables on the financial performance of the focal firm. The conceptual model is tested using an empirical analysis of cross-border alliances formed by U. S. pharmaceutical companies from 1985 to 2008. We find that while prior alliance experience has a positive association with global innovation generation, diversity of partners has a negative relationship. In addition, whether the alliance is horizontal or vertical has no bearing on the innovation generation, but joint ventures are associated with more global innovation generation than other types of alliances. Finally, as global innovation generation increases, financial performance increases up to a point but thereafter exhibits a negative relationship. © 2010 The Author(s).

Author Keywords

Global innovation generation Strategic alliances Business-to-business relationships Financial performance Pharmaceutical industry

Index Keywords

[No Keywords available]
Link
https://www.scopus.com/inward/record.uri?eid=2-s2.0-80052049070&doi=10.1007%2fs11747-010-0229-y&partnerID=40&md5=ab01887956e6fd5467b393b2774d1296
DOI: 10.1007/s11747-010-0229-y
ISSN: 00920703
Cited by: 22
Original Language: English