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An Exchange Approach on Firm Cooperative Orientation and Outcomes of Strategic Multilateral Network Participants

Luleå University of Technology, Sweden

Based on exchange theory, this study develops and tests a model that explores the associations among strategic multilateral network participants' cooperative orientations (contributions to and benefits from network partners) and network connectedness, entrepreneurial behavior, and firm performance. Empirical analyses of 54 firms in two strategic multilateral networks show that the two firm orientations of benefiting from and contributing to the network are positively related to each other. Results substantiate the expected association between benefiting orientations and firm performance and confirm the nonsignificant relationship between contributing orientations and firm performance. The indirect performance path, where cooperative orientations were proposed to influence performance via network connectedness and entrepreneurial behavior, was not supported. Implications and suggestions for future research on firm cooperative orientations are presented.

Key Words: cooperation • firm cooperative orientation • outcomes • strategic multilateral network

Group & Organization Management, Vol. 33, No. 3, 303-329 (2008)
DOI: 10.1177/1059601108318184


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