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Vertical Coopetition and the Sales Growth of Young and Small Firms

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  • Christian Lechner
  • Birthe Soppe
  • Michael Dowling

Abstract

Vertical coopetition describes a situation where a firm has a vertical exchange relationship with a direct competitor. Drawing on resource‐based perspectives and resource dependence theory, we examine specific characteristics of vertical coopetition that affect the sales growth of young and small firms. We propose that the size of the competitor and mutual dependence as well as overdependence among the cooperating rivals affect the growth potential of young and small firms differently. Our research makes a contribution to the literature by disentangling some of the benefits and threats related to vertical coopetition for young and small firms.

Suggested Citation

  • Christian Lechner & Birthe Soppe & Michael Dowling, 2016. "Vertical Coopetition and the Sales Growth of Young and Small Firms," Journal of Small Business Management, Taylor & Francis Journals, vol. 54(1), pages 67-84, January.
    • Handle: RePEc:taf:ujbmxx:v:54:y:2016:i:1:p:67-84
    DOI: 10.1111/jsbm.12131
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    Cited by:

    1. Meena, Abhilasha & Dhir, Sanjay & Sushil, Sushil, 2024. "Coopetition, strategy, and business performance in the era of digital transformation using a multi-method approach: Some research implications for strategy and operations management," International Journal of Production Economics, Elsevier, vol. 270(C).
    2. Sascha Kraus & Jasmin Schmid & Johanna Gast, 2017. "Innovation through coopetition: An analysis of small-and medium-sized trust companies operating in the Liechtenstein financial centre," Post-Print hal-02945322, HAL.
    3. Sofik Handoyo & Sri Mulyani & Erlane K. Ghani & Slamet Soedarsono, 2023. "Firm Characteristics, Business Environment, Strategic Orientation, and Performance," Administrative Sciences, MDPI, vol. 13(3), pages 1-23, March.
    4. Angélica Pigola & Priscila Rezende Costa, 2024. "Relational Capabilities into Small- and Middle-Sized Firms: a Mind-Blowing Strategic Asset," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 15(2), pages 6201-6225, June.
    5. Patrycja Klimas & Ali Ashraf Ahmadian & Morteza Soltani & Meisam Shahbazi & Ali Hamidizadeh, 2023. "Coopetition, Where Do You Come From? Identification, Categorization, and Configuration of Theoretical Roots of Coopetition," SAGE Open, , vol. 13(1), pages 21582440221, January.
    6. Gala, Kaushik, 2024. "Digital Davids, global Goliaths, and the Web3 sling," Business Horizons, Elsevier, vol. 67(1), pages 5-17.

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