Growth dynamics: the bidirectional relationship between interfirm collaboration and business sales in entrant and incumbent alliances
研究了企业间合作与业务销售之间的双向关系，发现合作促进销售增长，而销售增长又吸引更多合作伙伴，且这种影响因合作类型和伙伴特征而异。
Abstract This paper demonstrates the existence of bidirectional relationships between interfirm collaboration and business sales. Controlling for factors that influence whether firms form collaborative relationships, the analysis shows that entry and post‐entry collaboration often contribute to superior performance, which in turn attracts more partners. However, the performance influences vary across types of collaborators and collaborations, with differences among entrant and incumbent partners, between marketing and R&D partnerships, by partner size, and across time. The empirical analysis examines businesses that operated in the U.S. hospital software systems industry between 1961 and 1991. Copyright © 2005 John Wiley & Sons, Ltd.