국내기업간 전략적 제휴의 핵심성공요인에 관한 연구: 상호호혜적 조정전략을 중심으로

There are three strategic alliance-related issues, (1)precontractual problem(i.e., establishing alliance objectives and selecting partner), (2)contractual problem(i.e., contractual types and negotiations), (3)post-contractual problem(i.e., administrating and managing alliance). The authors focused on third issues, post-contractual problem and then proposed `reciprocal coordination effort(value-shared, congruity-focused, and friendship coordination effort)` as a critical success factor of strategic alliance executions for achieving synergy effects and its objectives. More specifically, we investigated the structural relationships among reciprocal coordination strategy, mutual adaptation, partner`s cooperative and opportunistic behavior, reduction of transaction cost, and relational continuity. 156 strategic alliance contract-related data were collected from domestic firms and empirical findings are summarized as followings: First, reciprocal coordination strategy influences mutual adaptation and partner`s cooperative behavior positively(H1 and H2). And in the relationships between mutual adaptation and partner`s cooperative behavior, each has positive effect on the other(H3). Second, cooperative behavior has positively indirect effects on transaction cost reduction by mediation of restraining partner`s opportunistic behavior(H4 and H7). In turn, the lesser transaction cost makes relational continuity greater(H10). On the other hand, mutual adaptation has positively direct effects on relational continuity(H8). The Article concluded with summaries, implications, and some limitations.