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Working With Unfamiliar Partners: Relational Embeddedness And Partner Selection In Inter-Firm Collaborations

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  • M. MEULEMAN

    ()

  • S. MANIGART

    ()

  • A. LOCKETT
  • M. WRIGHT

Abstract

While one stream of research in partner selection has emphasized stability in a firm’s social network, another stream has emphasized the need to expand a firm’s network. In order to reconcile these two perspectives, we explore transaction, partner and macro conditions that lead firms to work with unfamiliar partners. Using a unique hand-collected dataset, results from the formation of private equity investment syndicates demonstrate that firms are more likely to select unfamiliar partners for lower levels of primary and behavioral uncertainty and higher levels of competition. Our findings provide insights in conditions that lead firms to expand their social network.

Suggested Citation

  • M. Meuleman & S. Manigart & A. Lockett & M. Wright, 2006. "Working With Unfamiliar Partners: Relational Embeddedness And Partner Selection In Inter-Firm Collaborations," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 06/371, Ghent University, Faculty of Economics and Business Administration.
  • Handle: RePEc:rug:rugwps:06/371
    as

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    References listed on IDEAS

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    5. James A. Brander & Raphael Amit & Werner Antweiler, 2002. "Venture-Capital Syndication: Improved Venture Selection vs. The Value-Added Hypothesis," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 11(3), pages 423-452, September.
    6. Gorman, Michael & Sahlman, William A., 1989. "What do venture capitalists do?," Journal of Business Venturing, Elsevier, vol. 4(4), pages 231-248, July.
    7. Roth, Alvin E. & Vesna Prasnikar & Masahiro Okuno-Fujiwara & Shmuel Zamir, 1991. "Bargaining and Market Behavior in Jerusalem, Ljubljana, Pittsburgh, and Tokyo: An Experimental Study," American Economic Review, American Economic Association, vol. 81(5), pages 1068-1095, December.
    8. Megginson, William L & Weiss, Kathleen A, 1991. " Venture Capitalist Certification in Initial Public Offerings," Journal of Finance, American Finance Association, vol. 46(3), pages 879-903, July.
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