Interest alignment for joint business development: How global software houses and consulting firms work together in the enterprise systems sector

Neves da Rocha, Fábio; Bataglia, Walter

Abstract

Abstract Despite the relatively long history of strategic alliances in the enterprise systems sector, studies examining the relationships between software houses and consulting firms have been rare and fragmented, particularly those related to the mechanisms that promote interest alignment for delivering a joint value proposition to the market. Through the cross-analysis of two case studies, we identify 10 mechanisms that are regularly used for interest alignment purposes as well as counterpoints that contribute to the literature regarding the search for a consistent explanation for the longevity of hybrid organizational forms. Additionally, the study provides some insights related to the impact of innovation massification on competitiveness, partners' interdependence, and the presence of complementary contracts along with insights into the coexistence and interaction of other mechanisms that may help to explain the persistent existence of hybrid organizational forms in markets. Copyright ? 2015 ASAC. Published by John Wiley & Sons, Ltd.

• Journal Article Type: Article
• Online Publication Date: Sep 1, 2015
• Publication Date: 2017
• Deposit Date: Mar 14, 2024
• Journal: Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration
• Print ISSN: 0825-0383
• Publisher: Wiley
• Peer Reviewed: Peer Reviewed
• Volume: 34
• Issue: 1
• Pages: 89-103
• DOI: https://doi.org/10.1002/cjas.1340
• Keywords: contractual strategic alliances; interest alignment mechanisms; ERP; enterprise systems; enterprise software; alliances stratégiques contractuelles; mécanismes d'alignement des intérêts; ERP; systèmes d'entreprises; société de génie logiciel
• Public URL: http://researchrepository.napier.ac.uk/Output/3529437