Global innovation generation and financial performance in business-to-business relationships: the case of cross-border alliances in the pharmaceutical industry

Sivakumar, K.; Roy, Subroto; Zhu, JianJun; Hanvanich, Sangphet
October 2011
Journal of the Academy of Marketing Science;Oct2011, Vol. 39 Issue 5, p757
Academic Journal
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.


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