Interorganizational Partner Selection as Negotiation: A Study of Two Distance Education Consortia
Notice bibliographique
Résumé
The choice of appropriate collaborative partners has consistently been reported as a key issue for contemporary managers. This study reports findings from a study which explored the process and criteria of partner selection - how and why partners are chosen. The results show multiple cycles of deal-making, partnership roles and organizational approval. Partner choice criteria focused on partnership requirements, but was influenced by additional factors. These results suggest that partner selection may be much more complex than previously recognized and could be better described as partner negotiation. <br /><br /> The researcher reviewed recent literature on partnerships, decision-making, and partner selection. Concepts from this previous work were updated with data from three initial interviewees experienced in university-industry partnerships. A conceptual Partner Negotiation Model was developed including three cycles of Deal-Making, Organizational Approval, and Partner Role/Selection. Our hypothesized Partner Choice Criteria centred on requirements, but were influenced by resource availability, social network, reputation, politics, and ambiguity. Two Canada-wide distance education consortia were identified as large-scale case studies for investigation of the research theory. A total of 34 informants were contacted. Written business plans, contracts, documents, partner network diagrams and 231 archival e-mails from 36 correspondents were collected and analysed for the two consortia. <br /><br /> The results showed strong support for partner selection included in negotiation cycles of deal-making and organizational approval. Partner choice criteria supported the need to meet documented requirements, but was also strongly influenced by resource availability, social network, and reputation. Additional issues of interest to the interviewees were motivation, operations, unit of partner, self-sustaining income, and integration to one consortium. As well, the Case Study Narratives offered deep, interesting insight into two specific cases of Canadian consortia. <br /><br /> The findings suggest that the formation of partnerships and the process of partner selection are both very complex. This research has provided new insights linking business negotiation concepts with partner selection. A model has been developed for viewing partner selection as negotiation. Three negotiation cycles of deal-making, organizational approval, and partner role/selection have been proposed. The research has identified four criteria that influence why specific partners are chosen ? requirements, resource availability, social network, and reputation. Finally, based on the complexities and issues from this work, a number of ideas for future research have been summarized.
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Prédiction distillée sur la base complète
Imitation des enseignantsNi prévalence calibrée, ni vérité terrain. Validation humaine à venir. Apprise à partir de 10 348 étiquettes directes de Codex et de 10 348 étiquettes directes de Gemma. Le mode candidate est l'union des têtes enseignantes seuillées; le consensus est leur intersection. Ces sorties portent le statut machine_predicted_unvalidated et ne sont ni des étiquettes humaines ni des étiquettes directes de modèles de pointe.
Scores Codex et Gemma par catégorie
| Catégorie | Codex | Gemma |
|---|---|---|
| Métarecherche | 0,000 | 0,000 |
| Méta-épidémiologie (sens strict) | 0,000 | 0,000 |
| Méta-épidémiologie (sens large) | 0,000 | 0,000 |
| Bibliométrie | 0,000 | 0,001 |
| Études des sciences et des technologies | 0,000 | 0,000 |
| Communication savante | 0,000 | 0,001 |
| Science ouverte | 0,000 | 0,000 |
| Intégrité de la recherche | 0,000 | 0,000 |
| Charge utile insuffisante (le modèle a refusé de juger) | 0,001 | 0,000 |
Scores machine (provisoires)
Les deux têtes enseignantes du modèle étudiant, lues sur ce travail. Un score ordonne la base pour la relecture; il n'affirme jamais une catégorie, et le statut de validation accompagne chaque rangée tel quel.
Scores de référence d'un modèle non mature (critères de maturité non atteints, 7 itérations). Un score ordonne; il n'affirme jamais une catégorie.
score_only:v0-immature-baseline · tel quel depuis la passe de notation : score_only signifie que le nombre peut ordonner les travaux, et qu'aucune étiquette de catégorie n'en découleClassification
machine, non validéePrédiction automatique; un appel candidat d’une seule tête enseignante, pas un consensus.
Le détail, modèle par modèle et score par score, se trouve en fin de page sous « Comment cette classification a été obtenue ».