Intellectual Contribution by Anne Koch

Contribution Title

Learning in Alliances: The Role of Promoting Innovation and Building Relationships

Publication

International Journal of Technology Marketing

Co-author

Year

2012

Description

The paper analyzes the role and importance of learning and relationship building in alliances. Based on the champions approach and the promoter model, this paper extends the existing theory analyzing learning and different skills for relationship building in alliance evolution. The primary goal of this paper is to explore the distinct sets of learning requirements that emerge as the alliance develops. The central issue involves how a relationship promoter can promote and facilitate the learning adaptations occurring throughout the evolutionary process in order to achieve higher sales, innovation development, and /or market access as alliance outcome. Managerial and theoretical implications are discussed, and further research opportunities highlighted.

Complete Citation

Koch, A. 2012. In Press. Learning in Alliances: The Role of Promoting Innovation and Building Relationships, International Journal of Technology Marketing. Volume 7, Number 4, pp. 392-407

Website

See Faculty: Anne Koch