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The dark-side of coopetition: Influences on the paradoxical forces of cooperativeness and competitiveness across product-market strategies

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  • Crick, James M.
  • Crick, Dave

Abstract

Although it has been widely established that coopetition (simultaneous cooperation and competition) has a positive association with firms’ performance, researchers have largely overlooked the environmental and firm-level forces potentially affecting that relationship. Under resource-based theory and the relational view, this current study evaluates whether competitive intensity and competitive aggressiveness negatively moderate the coopetition-financial performance relationship. Through a mixed methods approach featuring New Zealand wine producers, a positive relationship existed between coopetition and financial performance supporting earlier research. However, competitive aggressiveness provided a negative moderation effect and competitive intensity had a positive moderation effect. Unique insights emerge regarding underlying issues (potential dark-sides) behind the coopetition-financial performance relationship. Competitive intensity provides an opportunity for owner-managers to select trustworthy rivals targeting complementary product-markets. However, if decision-makers cannot effectively manage competitive aggressiveness across product-market strategies, they are likely to experience certain harmful outcomes, like tensions and diluted competitive advantages.

Suggested Citation

  • Crick, James M. & Crick, Dave, 2021. "The dark-side of coopetition: Influences on the paradoxical forces of cooperativeness and competitiveness across product-market strategies," Journal of Business Research, Elsevier, vol. 122(C), pages 226-240.
    • Handle: RePEc:eee:jbrese:v:122:y:2021:i:c:p:226-240
    DOI: 10.1016/j.jbusres.2020.08.065
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    Cited by:

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    2. Pyper, Keith & Marie Doherty, Anne & Gounaris, Spiros & Wilson, Alan, 2022. "A contingency-based approach to the nexus between international strategic brand management and export performance," Journal of Business Research, Elsevier, vol. 148(C), pages 472-488.
    3. Riquelme-Medina, Marta & Stevenson, Mark & Barrales-Molina, Vanesa & Llorens-Montes, Francisco Javier, 2022. "Coopetition in business Ecosystems: The key role of absorptive capacity and supply chain agility," Journal of Business Research, Elsevier, vol. 146(C), pages 464-476.
    4. Crick, James M. & Crick, Dave, 2021. "Coopetition and family-owned wine producers," Journal of Business Research, Elsevier, vol. 135(C), pages 319-336.
    5. Drăgan, George Bogdan & Ben Arfi, Wissal & Tiberius, Victor & Ammari, Aymen, 2023. "Gravitating exogenous shocks to the next normal through entrepreneurial coopetive interactions: A PLS-SEM and fsQCA approach," Journal of Business Research, Elsevier, vol. 157(C).

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