Skip to main content
SpringerLink
Log in

Alike or not? Partner similarity and its outcome in horizontal cooperations between logistics service providers

  • Original Paper
  • Published:
Logistics Research

Abstract

Despite the increasing importance of horizontal cooperations between logistics service providers (LSPs), little research has been conducted on the optimal set up and management of these cooperations. As their performance depends significantly on the partner fit between cooperating LSPs, this research outlines and tests the impact of partner similarity on the outcome of horizontal LSP cooperations. In doing so, transaction cost economics is combined with a conceptual framework based on the two opposing forces inherent in horizontal cooperations, namely (1) competition and (2) common understanding and compatibility. A theoretically derived model is examined based on data from 220 LSP cooperations using structural equation modeling. It turns out that the similarity dimensions considered (competences, geographic markets, and corporate cultures) vary in their influence on the two intermediate outcomes (cooperation innovativeness and cooperation commitment) and the ultimate outcome of LSP cooperations (overall cooperation performance). The strength of these influences depends on the scope of the cooperation, i.e., the breath of business functions involved into cooperation activities. The findings help managers of LSPs in choosing partners and achieving horizontal LSP cooperations among more adequately fitting LSPs.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Fig. 1

Similar content being viewed by others

Notes

  1. Underlying was a broad perception of LSP which includes all service offerings that range from basic logistics, like transportation services, to the provision of complex services bundles and logistics solutions.

References

  1. Anderson EJ, Coltman T, Devinney TM, Keating B (2011) What drives the choice of a third-party logistics provider? J Supply Chain Manag 47(2):97–115

    Article  Google Scholar 

  2. Ariño A (2003) Measures of strategic alliance performance: an analysis of construct validity. J Int Bus Stud 34(1):66–79

    Article  Google Scholar 

  3. Arlbjørn JS, de Haas H, Munksgaard KB (2011) Exploring supply chain innovation. Logist Res 3(1):3–18

    Article  Google Scholar 

  4. Armstrong JS, Overton TS (1977) Estimating nonresponse bias in mail surveys. J Mark Res 14(3):396–402

    Article  Google Scholar 

  5. Bengtsson M, Kock S (2000) “Cooperation” in business networks-to cooperate and compete simultaneously. Ind Mark Manag 29(5):411–427

    Article  Google Scholar 

  6. Bergkvist L, Rossiter JR (2007) The predictive validity of multiple-item versus single-item measures of the same constructs. J Mark Res 44(2):175–184

    Article  Google Scholar 

  7. Bresser RKF (1988) Matching collective and competitive strategies. Strateg Manag J 9(4):375–385

    Article  Google Scholar 

  8. Calantone RJ, Cavusgil ST, Yushan Z (2002) Learning orientation, firm innovation capability, and firm performance. Ind Mark Manag 31(6):515–524

    Article  Google Scholar 

  9. Carbone V, Stone MA (2005) Growth and relational strategies used by the European logistics service providers: rationale and outcomes. Transp Res Part E 41(6):495–510

    Article  Google Scholar 

  10. Chen TY, Liu HH, Hsieh WL (2009) The influence of partner characteristics and relationship capital on the performance of international strategic alliances. J Relat Mark 8(3):231–252

    Google Scholar 

  11. Chung S, Singh H, Lee K (2000) Complementarity, status similarity and social capital as drivers of alliance formation. Strateg Manag J 21(1):1–22

    Article  Google Scholar 

  12. Cohen WM, Levinthal DA (1990) Absorptive capacity: a new perspective on learning and innovation. Adm Sci Q 35(1):128–152

    Article  Google Scholar 

  13. Coltman TR, Devinney TM, Keating BW (2011) Best–worst scaling approach to predict customer choice for 3PL services. J Bus Logist 32(2):139–152

    Article  Google Scholar 

  14. Cruijssen F, Cools M, Dullaert W (2007) Horizontal cooperation in logistics: opportunities and impediments. Transp Res Part E 43(2):129–142

    Article  Google Scholar 

  15. Cruijssen F, Dullaert W, Fleuren H (2007) Horizontal cooperation in transport and logistics: a literature review. Transp J 46(3):22–39

    Google Scholar 

  16. Das TK, Teng B (2002) Alliance constellations: a social exchange perspective. Acad Manag Rev 27(3):445–456

    Google Scholar 

  17. Das TK, Kumar R (2010) Inter partner sense making in strategic alliances: managing cultural differences and internal tensions. Manag Decis 48(1):17–36

    Article  Google Scholar 

  18. Daugherty P, Chen H, Ferrin BG (2011) Organizational structure and logistics service innovation. Int J Logist Manag 22(1):26–51

    Article  Google Scholar 

  19. Drazin R, van de Ven AH (1985) Alternative forms of fit in contingency theory. Adm Sci Q 30(4):514–539

    Article  Google Scholar 

  20. Dussauge P, Garrette B (1997) Anticipating the evolutions and outcomes of strategic alliances between rival firms. Int Stud Manag Organ 27(4):104–126

    Google Scholar 

  21. Dussauge P, Garrette B, Mitchell W (2000) Learning from competing partners: outcomes and durations of scale and link alliances in Europe, North America and Asia. Strateg Manag J 21(2):99–126

    Article  Google Scholar 

  22. Dyer JH, Nobeoka K (2000) Creating and managing a high-performance knowledge-sharing network: the Toyota case. Strateg Manag J 21(3):345

    Article  Google Scholar 

  23. Fornell C, Larcker DF (1981) Evaluating structural equation models with unobservable variables and measurement error. J Mark Res 18(1):39–50

    Article  Google Scholar 

  24. Fugate BS, Mentzer JT, Stank TP (2010) Logistics performance: efficiency, effectiveness, and differentiation. J Bus Logist 31(1):43–62

    Article  Google Scholar 

  25. Grawe SJ, Chen H, Daugherty PJ (2009) The relationship between strategic orientation, service innovation, and performance. Int J Phys Distrib Logis Manag 39(4):282–300

    Article  Google Scholar 

  26. Gundlach GT, Achrol RS, Mentzer JT (1995) The structure of commitment in exchange. J Mark 59(1):78–92

    Article  Google Scholar 

  27. Gulati R (1998) Alliances and networks. Strateg Manag J 19(4):293–317

    Article  Google Scholar 

  28. Hamel G, Doz YL, Prahalad CK (1989) Collaborate with your competitors—and win. Harv Bus Rev 67(1):133–139

    Google Scholar 

  29. Harman HH (1967) Modern factor analysis. University of Chicago Press, Chicago

    Google Scholar 

  30. Hofer AR, Knemeyer AM (2009) Controlling for logistics complexity: scale development and validation. Int J Logist Manag 20(2):187–200

    Article  Google Scholar 

  31. Holter AR, Grant DB, Ritchie J, Shaw N (2008) A framework for purchasing transport services in small and medium size enterprises. Int J Phys Distrib Logist Manag 38(1):21–38

    Article  Google Scholar 

  32. Hitt MA, Hoskisson RE, Ireland RD (1990) Mergers and acquisitions and managerial commitment to innovation in M-form firms. Strateg Manag J 11(4):29–47

    Google Scholar 

  33. Kale P, Singh H (2009) Managing strategic alliances: what do we know now, and where do we go from here? Acad Manag Perspect 23(3):45–62

    Article  Google Scholar 

  34. Kale P, Singh H (2007) Building firm capabilities through learning: the role of the alliance learning process in alliance capability and firm-level alliance success. Strateg Manag J 28(10):981–1000

    Article  Google Scholar 

  35. Kale P, Singh H, Perlmutter H (2000) Learning and protection of proprietary assets in strategic alliances: building relational capital. Strateg Manag J 21(3):217–237

    Article  Google Scholar 

  36. Kandampully J (2002) Innovation as the core competency of a service organisation: the role of technology, knowledge and networks. Eur J Innov Manag 5(1):18–26

    Article  Google Scholar 

  37. Khanna T (1998) The scope of alliances. Organ Sci 9(3):340–355

    Article  Google Scholar 

  38. Kim J, Parkhe A (2009) Competing and cooperating similarity in global strategic alliances: an exploratory examination. Br J Manag 20(3):363–376

    Article  Google Scholar 

  39. Klaas-Wissing T, Albers S (2010) Cooperative versus corporate governance of LTL networks. Int J Logist Res Appl 13(6):493–506

    Article  Google Scholar 

  40. Klaus P (2011) The assessment of competitive intensity in logistics markets. Logist Res 3(1):49–65

    Article  Google Scholar 

  41. Klint MB, Sjöberg U (2003) Towards a comprehensive SCP-model for analysing strategic networks/alliances. Int J Phys Distrib Logist Manag 33(5):408–426

    Article  Google Scholar 

  42. Knemeyer AM, Murphy PR (2005) Is the glass half full or half empty? An examination of user and provider perspectives towards third-party logistics relationships. Int J Phys Distrib Logist Manag 35(10):708–727

    Article  Google Scholar 

  43. Large R (2011) Partner-specific adaptations, performance, satisfaction, and loyalty in third-party logistics relationships. Logist Res 3(1):37–47

    Article  Google Scholar 

  44. Linnarsson H, Werr A (2004) Overcoming the innovation-alliance paradox: a case study of an explorative alliance. Eur J Innov Manag 7(1):45–55

    Article  Google Scholar 

  45. Liu Y, Su C, Li Y, Liu T (2010) Managing opportunism in a developing interfirm relationship: the interrelationship of calculative and loyalty commitment. Ind Mark Manag 39(5):844–852

    Article  Google Scholar 

  46. Mitsuhashi H, Greve HR (2009) A matching theory of alliance formation and organizational success: complementarity and compatibility. Acad Manag J 52(5):975–995

    Article  Google Scholar 

  47. Mohr J, Nevin JR (1990) Communication strategies in marketing channels: a theoretical perspective. J Mark 54(4):36–51

    Article  Google Scholar 

  48. Moore KR (1998) Trust and relationship commitment in logistics alliances: a buyer perspective. Int J Purch Mater Manag 34(1):24–37

    Google Scholar 

  49. Moorman C, Zaltman G, Deshpande R (1992) Relationships between providers and users of market research: the dynamics of trust within and between organizations. J Mark Res (JMR) 29(3):314–328

    Article  Google Scholar 

  50. Morgan RM, Hunt SD (1994) The commitment-trust theory of relationship marketing. J Mark 58(3):20–38

    Article  Google Scholar 

  51. Mourtzis D, Doukas M (2012) Decentralized manufacturing systems review: challenges and outlook. Logist Res 5(3):113–121

    Article  Google Scholar 

  52. Muthusamy SK, White MA, Carr A (2007) An empirical examination of the role of social exchanges in alliance performance. J Manag Issues 19(1):53–75

    Google Scholar 

  53. Norman PM (2002) Protecting knowledge in strategic alliances: resource and relational characteristics. J High Technol Manag Res 13(2):177–202

    Article  Google Scholar 

  54. Oxley JE, Sampson RC (2004) The scope and governance of international R&D alliances. Strateg Manag J 25:723–749. doi:10.1002/smj.391

    Google Scholar 

  55. Panayides PM (2007) Effects of organizational learning in third-party logistics. J Bus Logist 28(2):133–158

    Article  Google Scholar 

  56. Pangarkar N, Klein S (2001) The Impacts of Alliance Purpose and Partner Similarity on Alliance Governance. Br J Manag 12:341–353. doi:10.1111/1467-8551.00214

    Google Scholar 

  57. Park SH, Russo MV (1996) When competition eclipses cooperation: an event history analysis of joint venture failure. Manag Sci 42(6):875–890

    Article  Google Scholar 

  58. Park SH, Ungson GR (1997) The effect of national culture, organizational complementarity, and economic motivation on joint venture dissolution. Acad Manag J 40:2

    Article  Google Scholar 

  59. Park SH, Ungson GR (2001) Interfirm rivalry and managerial complexity: a conceptual framework of alliance failure. Organ Sci 12(1):37–53

    Article  Google Scholar 

  60. Parry ME, Song M, Spekman RE (2008) Task conflict, integrative potential, and conflict management strategies in joint ventures. IEEE Trans Eng Manag 55(2):201–218

    Article  Google Scholar 

  61. Perry ML, Sengupta S, Krapfel R (2004) Effectiveness of horizontal strategic alliances in technologically uncertain environments: are trust and commitment enough? J Bus Res 57(9):951–956

    Article  Google Scholar 

  62. Podsakoff PM, MacKenzie SB, Lee J-Y, Podsakoff NP (2003) Common method biases in behavioral research: a critical review of the literature and recommended remedies. J Appl Psychol 88(5):879–903

    Article  Google Scholar 

  63. Porter ME, Fuller MB (1986) Coalitions and global strategy. In: Porter ME (ed) Competition in global industries. Harvard Business School Press, Boston, pp 315–343

    Google Scholar 

  64. Reuer JJ, Zollo M, Singh H (2002) Post-formation dynamics in strategic alliances. Strateg Manag J 23(2):135–151

    Article  Google Scholar 

  65. Ritala P, Hurmelinna-Laukkanen P, Blomqvist K (2009) Tug of war in innovation-coopetitive service development. Int J Serv Technol Manag 12(3):255–272

    Article  Google Scholar 

  66. Rossiter JR (2002) The C-OAR-SE procedure for scale development in marketing. Int J Res Mark 19(4):305–335

    Article  Google Scholar 

  67. Rothaermel FT, Boeker W (2008) Old technology meets new technology: complementarities, similarities, and alliance formation. Strateg Manag J 29(1):47–77

    Article  Google Scholar 

  68. Sarkar M, Echambadi R, Cavusgil ST, Aulakh PS (2001) The influence of complementarity, compatibility, and relationship capital on alliance performance. J Acad Mark Sci 29(4):358–373

    Article  Google Scholar 

  69. Saxton T (1997) The effects of partner and relationship characteristics on alliance outcomes. Acad Manag J 40(2):443–461

    Article  Google Scholar 

  70. Schmoltzi C, Wallenburg CM (2011) Horizontal cooperations between logistics service providers: motives, structure, performance. Int J Phys Distrib Logist Manag 41(6):552–575

    Article  Google Scholar 

  71. Schmoltzi C, Wallenburg CM (2012) Operational governance in horizontal cooperations of logistics service providers: performance effects and the moderating role of cooperation complexity. J Supply Chain Manag 48(2):53–74

    Article  Google Scholar 

  72. Schreiner M, Kale P, Corsten D (2009) What really is alliance management capability and how does it impact alliance outcomes and success? Strateg Manag J 30(13):1395–1419

    Article  Google Scholar 

  73. Shah RH, Swaminathan V (2008) Factors influencing partner selection in strategic alliances: the moderating role of alliance context. Strateg Manag J 29(5):471–494

    Article  Google Scholar 

  74. Steinicke S, Wallenburg CM, Schmoltzi C (2012) Governing for innovation in horizontal service cooperations. J Serv Manag 23(2):6

    Article  Google Scholar 

  75. Tether BS, Hipp C (2002) Knowledge intensive, technical and other services: patterns of competitiveness and innovation compared. Technol Anal Strateg Manag 14(2):163–182

    Article  Google Scholar 

  76. Theron E, Terblanche N, Boshoff C (2008) The antecedents of relationship commitment in the management of relationships in business-to-business (B2B) financial services. J Mark Manag 24(9/10):997–1010

    Article  Google Scholar 

  77. Tidström A (2009) Causes of conflict in inter competitor cooperation. J Bus Ind Mark 24(7/8):506–518

    Article  Google Scholar 

  78. Tubin D, Levin-Rozalis M (2008) Interorganizational cooperation: the structural aspect of nurturing trust. Int J Public Sector Manag 21(7):704–722

    Article  Google Scholar 

  79. Van de Ven AH, Walker G (1984) The dynamics of interorganizational coordination. Adm Sci Q 29(4):598–621

    Article  Google Scholar 

  80. Wagner SM, Kemmerling R (2010) Handling nonresponse in logistics research. J Bus Logist 31(2):357–381

    Article  Google Scholar 

  81. Weber RA, Camerer CF (2003) Cultural conflict and merger failure: an experimental approach. Manag Sci 49(4):400–415

    Article  Google Scholar 

  82. Wilding R, Juriado R (2004) Customer perceptions on logistics outsourcing in the European consumer goods industry. Int J Phys Distrib Logist Manag 34(8):628–644

    Article  Google Scholar 

  83. Williamson OE (1985) The economic institutions of capitalism. Free Press, New York

    Google Scholar 

  84. Wolf C, Seuring S (2010) Environmental impacts as buying criteria for third party logistical services. Int J Phys Distrib Logist Manag 40(1/2):84–102

    Article  Google Scholar 

  85. Yang J, Wang J, Wong CW, Lai K (2008) Relational stability and alliance performance in supply chain. Omega 36(4):600–608

    Article  Google Scholar 

  86. Ybarra CE, Turk TA (2011) Strategic alliances with competing firms and shareholder value. J Manag Mark Res 6:1–10

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. The Kuehne-Foundation Center for International Logistics Networks, Technische Universität Berlin, 10623, Berlin, Germany

    Jan Simon Raue

  2. The Kuehne-Foundation Chair of Logistics and Services Management, WHU—Otto Beisheim School of Management, 56179, Vallendar, Germany

    Carl Marcus Wallenburg

Authors
  1. Jan Simon Raue
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Carl Marcus Wallenburg
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Jan Simon Raue.

Appendix

Appendix

See Table 3.

Table 3 Measurement scales
Full size table

Rights and permissions

Reprints and permissions

About this article

Cite this article

Raue, J.S., Wallenburg, C.M. Alike or not? Partner similarity and its outcome in horizontal cooperations between logistics service providers. Logist. Res. 6, 217–230 (2013). https://doi.org/10.1007/s12159-013-0106-4

Download citation

  • Received:

  • Accepted:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s12159-013-0106-4

Keywords

Search

Navigation