Purpose

Several studies have focused on the development of relationships between buyers and sellers; however, we still have a limited understanding of the interaction processes of the relationships between competitors over time. This paper aims to explore the development of relationships between competitors adopting an interaction and network approach.

Design/methodology/approach

This study examines nine relationships between competitors that are part of two multi-actor alliances in the pharmaceutical industry. The study builds on nine longitudinal case studies supported by 24 in-depth interviews.

Findings

The findings reveal that the development of the relationships between competitors within the alliances comprises exchange and coordination processes. The cases show that relationship development is a “never-ending process” within the alliance that includes five phases: co-existence, formation, development, dormancy and dissolution. A third party is identified as having a catalyst role in relationship development.

Originality/value

Supported by a comprehensive literature review on relationship development models, this study highlights the value of applying an interaction and network approach for studying relationships between competitors.

中文翻译：

---

多参与者联盟中竞争对手之间的二元关系的发展

目的

一些研究集中在发展买卖双方之间的关系上。但是，随着时间的推移，我们对竞争对手之间的关系的交互过程的了解仍然有限。本文旨在探讨采用交互和网络方法的竞争对手之间关系的发展。

设计/方法/方法

这项研究研究了制药行业两个多参与者联盟中的竞争对手之间的九种关系。该研究建立在九个纵向案例研究的基础上，并获得了24次深度访谈的支持。

发现

调查结果表明，联盟内竞争对手之间关系的发展包括交换和协调过程。这些案例表明，关系发展是联盟中的一个“永无止境的过程”，包括五个阶段：共存，形成，发展，休眠和解散。第三方被认为在关系发展中起催化剂作用。

创意/价值

在有关关系发展模型的全面文献综述的支持下，本研究强调了应用交互和网络方法研究竞争对手之间关系的价值。