Drivers of Effective Entrepreneurial Firm Partner Relationships

The partner cares about our opinions

Commitment (CO)
Communication quality (CQ)
Distributive justice (DJ)
Goal congruence (GC)
Knowledge overlap (KO)
Perceived relational support (PRS)
Procedural justice (PJ)
Reputation (RE)
Social interaction (SI)
Trust (TR)
PRS

The partner is truly sincere in its promises

TR

The partner and our firm think alike on most issues

GC

The partner provides strategic and operational assistance which allows us to

make effective changes in our decision-making process
The partner is frequently mentioned in the media in a positive manner

PRS

We communicate very effectively with this partner

CQ

We have had the opportunity to express our views and feelings with regard
to the procedures used to manage the relationship
Overall the backgrounds of the partners top managers are very different.

PJ

We devote considerable time and energy to this partner

CO

The partner has a bad reputation in the market

RE

We are willing to put in a great deal of effort in this partner beyond what is
expected from the contractual agreement
The partner is perfectly honest and truthful with us

CO

We get what we deserve from this relationship

DJ

We know the partners representative(s) on a personal level

SI

The outcomes for us from this relationship reflects the effort we put into the
relationship
The two partners have different areas of industry expertise.

DJ

We maintain an informal relationship with the partner

SI

We are satisfied with the procedures used by the partner to manage its
relationship with us.
We learned many new things as a result of our relationship with this partner

PJ

Both parties are enthusiastic about pursuing the same goals

GC

The partner appreciates our extra effort on behalf of the relationship

CO

RE

KO

TR

KO

CQ