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Kooperationen Junger Technologieunternehmen mit Wettbewerbern

Der Einfluss von Vertragsvereinbarungen und Beziehungskapital auf den Kooperationserfolg

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Fallstudien zur Gründung und Entwicklung innovationsorientierter Unternehmen

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Für junge Technologieunternehmen sind Kooperationen mit Konkurrenten, so genannte Koopetitionen, eine viel versprechende Möglichkeit, um im Innovationswettbewerb durch synergetische Effekte einzigartige Produkte und Dienstleistungen zu entwickeln und anzubieten. Vorangegangene Studien legen jedoch nahe, dass der Wettbewerb zwischen den Partnern den Erfolg solch koopetitiver Zusammenarbeiten erodieren lässt. Unternehmen, die diesen Zusammenhang antizipieren, versuchen mögliche negative Effekte durch vertragliche Schutzvereinbarungen und den Aufbau von Beziehungskapital weitestgehend zu verhindern. In dem vorliegenden Beitrag dokumentieren wir, wie zwei junge Hightech-Unternehmen mit diesen Maßnahmen ihre Kooperationen mit internationalen Wettbewerbern erfolgreich absichern. In einem Fall können die Unternehmen auf bereits vor der Zusammenarbeit etabliertes, belastbares Beziehungskapital zurückgreifen und auf vertragliche Schutzvereinbarungen verzichten. In einem zweiten Fall nutzen die Unternehmen formale Verträge und die dem Vertragsschluss vorausgehenden Verhandlungen, um Unsicherheit zu reduzieren und Beziehungskapital zu bilden. Wir belegen empirisch den Einfluss von Beziehungskapital und formaler Schutzvereinbarungen und leiten Empfehlungen für das Management von Koopetitionen ab.

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Authors and Affiliations

  1. Ernst-Barlach-Weg 5, 24119, Kronshagen, Deutschland

    Berit Egge (verh. Wilckens)

  2. Hasseerstraße 116, 24113, Kiel, Deutschland

    Dirk Müller

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  1. Berit Egge (verh. Wilckens)
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Correspondence to Berit Egge (verh. Wilckens) .

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Editors and Affiliations

  1. Institut für Betriebswirtschaftslehre, Lehrstuhl für Gründungs- und Innovationsmanagement, Christian-Albrechts-Universität, Kiel, Germany

    Achim Walter

  2. Zentrum für Entrepreneurship, Christian-Albrechts-Universität, Kiel, Germany

    Anke Rasmus

  3. TRUMPF Werkzeugmaschinen GmbH + Co. KG, Ditzingen, Germany

    Felix Riesenhuber

  4. Continental Teves AG & Co. oHG, Frankfurt a.M., Germany

    Jens Schmidthals

  5. Institut für Betriebswirtschaftslehre, Christian-Albrechts-Universität, Kiel, Germany

    Petra Dickel

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Egge (verh. Wilckens), B., Müller, D. (2014). Kooperationen Junger Technologieunternehmen mit Wettbewerbern. In: Walter, A., Rasmus, A., Riesenhuber, F., Schmidthals, J., Dickel, P. (eds) Fallstudien zur Gründung und Entwicklung innovationsorientierter Unternehmen. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-03598-3_4

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  • DOI: https://doi.org/10.1007/978-3-658-03598-3_4

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