تبیین الگوی همکاری رقابتی برای ورود به بازار در صنعت فناوری اطلاعات و ارتباطات

نوع مقاله : مقاله پژوهشی

نویسندگان

1 دانشجوی دکتری مدیریت، دانشکده علوم اجتماعی و اقتصادی، دانشگاه الزهرا، تهران

2 دانشیار، دانشکده علوم اجتماعی و اقتصادی، دانشگاه الزهرا، تهران

3 استاد، دانشکده مدیریت و اقتصاد، دانشگاه تربیت مدرس، تهران

چکیده

ورود موفق به بازار، مدیریت هزینه­ها و ریسک یکی از مهم­ترین چالش­هایی است که سازمان­ها در بازارهای فرارقابتی و پویای امروز با آن رو­به­رو هستند. تغییر نگرش­ها در حوزه رقابت از یکسو و هزینه­های سنگین ورود به بازار از سوی دیگر، موجب ظهور همکاری­های رقابتی در ورود به بازار شرکت ­ها شده حال آنکه مطالعه جامعی در این زمنیه وجود ندارد. هدف پژوهش حاضر تبیین الگوی همکاری رقابتی به منظور ورود به بازار است و با توجه به اینکه صنعت فناوری اطلاعات و ارتباطات ایران تجربه این نوع همکاری­ها را داراست، به عنوان جامعه پژوهش انتخاب شده است. به این منظور ابتدا با استفاده از استراتژی نظریه داده بنیاد چندگانه به تحلیل داده­های حاصل از مرور نظام­مند پیشینه در بازه زمانی 15 سال اخیر پرداخته، سپس تا رسیدن به اشباع نظری با 16 نفر از خبرگان مصاحبه صورت گرفته است و پس از برگزاری گروه کانون، الگوی همکاری رقابتی برای ورود به بازار با سه سازه­ اصلی شامل «محرک­های همکاری رقابتی»، «شکل­دهی و مدیریت» و «عملکرد همکاری رقابتی»، 14 سازه­ فرعی ، 51 مفهوم که  22 مورد مرتبط با محرک­های همکاری رقابتی، 17 مورد مرتبط با شکل­دهی و مدیریت و 12 مورد مرتبط با عملکرد همکاری رقابتی بودند؛ مفهوم‌پردازی شد.

کلیدواژه‌ها


عنوان مقاله [English]

Explaining the Coopetition Model for Market Entry in the ICT Sector

نویسندگان [English]

  • Elham Vahidinia 1
  • Masume Hosseinzade Shahri 2
  • Hamid Khodadad, Hosseini 3
  • Neda Abdolvand 2
1 PhD. student, Faculty of Social Siecnces and Economics, Alzahra University, Tehran
2 Associate Professor, Faculty of Social Sciences and Economics, Alzahra University, Tehran
3 Professor, Faculty of Management and Economics, Tarbiat Modares University, Tehran
چکیده [English]

Successful market entry, cost, and risk management are some of the most important challenges, facing organizations in today's highly competitive and dynamic markets. Changing attitudes toward competition on one hand and the high cost of the entrance, on the other hand, led to the formation of new concepts such as coopetition. Despite the importance, there is no comprehensive research on this issue. So the purpose of this research is to explain the coopetition model for market entry and by considering Iran's Information and Communication Technology (ICT) industry coopetition projects, it has been selected as the statistical population for this research. data gathered through two phases including systematic literature review over the past 15 years and interviews with 16 ICT experts, then data analyzed through Multi Grounded Theory (MGT). Finally and after a focus group composing of ICT experts, a conceptual model is developed about market entry through coopetition, which composed of three constructs: "coopetition antecedents", " shaping and managing coopetition", and "coopetition performance", 51 variables, 22 relates to coopetition antecedents, 17 relates to shaping and managing and 12 relates to coopetition performance.

کلیدواژه‌ها [English]

  • Antecedents
  • Coopetition
  • Managing & shaping
  • Market entry
  • Performance
Ahearne, M, Hu, Y. Lam, S.K & Schillewart, N. (2010). Resistance to brand switching whena radically new brand is introduced: A social identity theory perspective. American marketing association. 74 (6), 128-146.
Alves J, Meneses R. (2015). Partner selection in co-opetition: a three step model. J Res Mark Entre. 17(1):23–35.
Baruch, Y., & Lin, C.-P. (2012). All for one, one for all: coopetition and virtual team performance. Technological Forecasting and Social Change, 79(6), 1155-1168.
Bello, D. C., Katsikeas, C. S., & Robson, M. J. (2010). Does accommodating a self- serving partner in an international marketing alliance pay off? Journal of Marketing, 74(6), 77-93.
Bengtsson, M. and Raza-Ullah, T. (2016). A systematic review of research on coopetition: toward a multi-level understanding. Industrial Marketing Management, Vol. 57 No. 1, pp. 23-39.
Bengtsson, M., & Kock, S. (2014). Coopetition- Quo vadis? Past accomplishments and future challenges. Industrial Marketing Management, 43(2), 180-188.
Bengtsson, Maria; Raza-Ullah, Tatbeeq. (2016). “A systematic review of research on coopetition: Toward a multilevel understanding.” Industrial Marketing Management 57:23-39.
Bonel, E. and Rocco, E. (2007). Coopeting to survive; surviving coopetition. International Studies of Management & Organization, Vol. 37 No. 2, pp. 70-96.
Bouncken R, Claub T, Fredrich V (2016) Product innovation through coopetition in alliances: singular or plural governance? Ind Mark Manag 53:77–90.
Bouncken, R. B., & Fredrich, V. (2012). Coopetition: performance implications and management antecedents. International Journal of Innovation Management,16(5), 1-28.
Bouncken, R. B., Clau,B, T., & Fredrich, V. (2017). Product innovation through coopetition in alliances: Singular or plural governance? Industrial Marketing Management, 53, 77-90.
Chen, L. T. (2014). Dynamic co-opetitive approach of a closed loop system with remanufacturing for deteriorating items in e-markets. Journal of Manufacturing Systems, 33(1), 166–176.
Chi, L., Holsapple, C. W., & Srinivasan, C. (2007). Competitive dynamics in electronic networks: a model and the case of interorganizational systems. International Journal of Electronic Commerce, 11(3), 7-49.
Chim-Miki. Adriana F & Batista-Canino. Rosa M. (2018). Development of a tourism coopetition model: A preliminary Delphi study, Journal of Hospitality and Tourism Management, (37) 78–88.
Chin, W.W. (1998). The partial least squares approach to structural equation modeling. In: Marcoulides, G.A. (Ed.), Modern Methods for Business Research. Erlbaum, Mahwah, pp. 295–336.
Chou, H.H. and Zolkiewski, J. (2018). Coopetition and value creation and appropriation: the role of interdependencies, tensions and harmony. Industrial Marketing Management, Vol. 70 No. 1, pp. 25-33.
Cohen, J. A, (1960). coefficient of agreement for nominal scales. Educational and Psychological Measurement, vol. 20, pp. 37–46, 1960.
Corte, Valentina. (2018). Innovation through Coopetition: Future Directions and New Challenges. Journal of Open Innovation: Technology, Market, and Complexity. (4).47.
Creswell, W. John., Creswell, J. David. (2018). Research Design: Qualitative, Quantitative, and Mixed Methods Approaches 5th Edition. Kindle Edition.
Crick, J. M. (2018). The facets, antecedents and consequences of coopetition: an entrepreneurial marketing perspective. Qualitative Market Research: An International Journal, 21(2), 253-272.
Crick, J.M. (2019). Moderators affecting the relationship between coopetition and company performance. Journal of Business & Industrial Marketing.
Cygler J, Debkowska K. (2015). Coopetition effect determinants: competitor’s size, geographical scope, market and technological positions. Organizacija 48(4):219–231.
Czakon, W., Klimas, P., Mariani, M. (2019). Behavioral antecedents of coopetition: A synthesis and measurement scale. Long Range Planning.
Czakon,W. (2010). Emerging coopetition: An empirical investigation of coopetition as interorganizational relationship instability. In S. Yami, S. Castaldo, G. B. Dagnino, & F. Le Roy (Eds.), Coopetition: Winning strategies for the 21st century. Cheltenham: Edward Elgar.
Danaeifard. H,  Alvani. SM & Azar. A (2015). Quantitative research methodology in management: a comprehensive approach, Publishing Saffar, Tehran.
Diamantopoulos, A., & Winklhofer, H. M. (2001). Index construction with formative indicators: an alternative to scale development. Journal of Marketing Research, 38(2), 269–277.
Dorn, Stefanie. Schweiger, Bastian. Albers, Sascha. (2016). Levels phases and themes of coopetition: A systematic literature review and research agenda, European Management Journal, Vol.34, 484-500.
Ehrenberg, A. S., Uncles, M. D., & Goodhardt, G. J. (2004). Understanding brand performance measures: Using Dirichlet benchmarks. Journal of Business Research, 57, 1307–1325.
Fernandez, A.S. and Chiambaretto, P. (2016). Managing tensions related to information in coopetition. Industrial Marketing Management, Vol. 53 No. 1, pp. 66-76.
Fornell, C., & Bookstein, F. L. (1982). Two structural equation models: LISREL and PLS applied to consumer exit-voice theory. Journal of Marketing Research, 19(4), 440–452.
Ghaderiabed. A. H, Nazari. M. Kamareh. M & Heidari. A. (2019). Developing Coopetition Strategy Conceptual Model for ICT Industry. Management Research in Iran. 22 (4),102-128.
Gnyawali, D. R., & Park, B.J. (2011). Co-opetition between giants: collaboration with competitors for technological innovation. Research Policy, 40(5), 650-663.
Gnyawali, D.R. and Charleton, T.R. (2018). Nuances in the interplay of competition and cooperation: towards a theory of coopetition. Journal of Management, Vol. 44 No. 7, pp. 2511-2534.
Goldkuhl, G., & Cronholm, S. (2010). Adding theoretical grounding to Grounded Theory: Toward Multi-Grounded Theory. International Journal of Qualitative Methods. (9)2, 187-205.
Hoffmann, W., Lavie, D., Reuer, J.J., Shipilov, A. (2018). The Interplay of Competition and Cooperation. Strategic Management Journal, 39, 3033-3052.
Jaskiewicz, P., Combs, J.G. and Rau, S.B. (2015). Entrepreneurial legacy: toward a theory of how some family firms nurture transgenerational leadership. Journal of Business Venturing, Vol. 30 No. 1, pp. 29-49.
Jung, S.U., J. Zhu, and T.S. Gruca. (2016). A meta-analysis of correlations between market share and other brand performance metrics in FMCG markets. Journal of Business Research 69 (12): 5901–5908.
Kilduff, G.J., Galinsky, A.D., Gallo, E. and Reade, J.J. (2016). Whatever it takes to win: rivalry increases unethical behavior. Academy of Management Journal, Vol. 59 No. 5, pp. 1508-1534.
Kim, S., Kim, N., Pae, J.H. and Yip, L. (2013). Cooperate and compete: coopetition strategy in retailer-supplier relationships. Journal of Business & Industrial Marketing, Vol. 28 No. 4, pp. 263-275.
Klein, K., Semrau, T., Albers, S., Zajac, E.J. (2019). Multimarket coopetition: How the interplay of competition and cooperation affects entry into shared markets, Long Range Planning.
Klimas, Patrycja. (2015). Organizational culture and coopetition. An exploratory study of the features, models and role in the Polish Aviation Industry. Industrial Marketing Management53:91–102.
Kraus, Sascha. Klimas, Patrycja. Gast, Johanna. Stephan, Tobias. (2018). Sleeping with competitors:Forms, antecedents and outcomes of coopetition of small and medium-sized craft beer breweries. International Journal of Entrepreneurial Behavior & Research.
Kylanen, M., & Rusko, R. (2011). Unintentional coopetition in the service industries: the case of Pyha-Luosto tourism destination in the Finnish lapland. European Management Journal, 29(3), 193-205.
Le Roy, F. and Czakon, W. (2016). Managing coopetition: the missing link between strategy and performance. Industrial Marketing Management, Vol. 53, pp. 3-6.
Luo, Y. (2005). Toward coopetition within a multinational enterprise: a perspective from foreign subsidiaries. Journal of World Business, 40(1), 71-90.
Mantena, R., & Saha, R. L. (2012). Co-opetition between differentiated platforms in two-sided markets. Journal of Management Information Systems, 29(2), 109-139.
Mascia, D., Di Vincenzo, F., & Cicchetti, A. (2012). Dynamic analysis of interhospital collaboration and competition: Empirical evidence from an Italian regional health system. Health Policy, 105(2), 273–281.
Mohammadi. Mahdi, Hajipour. Bahman & Hamidizadeh. Mohammad Reza. (2019), Identifying and Explaining a Model of Coopetition: A Case Study of SAIPA Group. Journal of business administration researches, 10, (20), 353-377.
Molinillo, S., Ekinci, Y., Japutra, A. (2019). A consumer-based brand performance model for assessing brand success. International Journal of Market Research. 61 (1): 93-110.
Nielsen, B. B., & Nielsen, S. (2009). Learning and innovation in international strategic alliances: an empirical test of the role of trust and tacitness. Journal of Management Studies, 46(6), 1031-1056.
Osarenkhoe, A. (2010). A study of inter-firm dynamics between competition and cooperation e a coopetition strategy. Journal of Database Marketing & Customer Strategy Management, 17(3-4), 201-221.
Padula, G., & Dagnino, G.B. (2007). Untangling the rise of coopetition: the intrusion of competition in a cooperative game structure. International Studies of Management & Organization, 37(2), 32-52.  
Park, B.-J., Srivastava, M. K., & Gnyawali, D. R. (2014). Impact of coopetition in the alliance portfolio and coopetition experience on firm innovation. Technology Analysis & Strategic Management, 26(8), 893-907.
Petter, R. R. H., Resende, L. M., Andrade Junior, P. P., & Horst, D. J. (2014). Systematic review: an analysis model for measuring the coopetitive performance in horizontal cooperation networks mapping the critical Success factors and their variables. Annals of Regional Science, 53(4), 157-178.
Petticrew, M., & Roberts, H. (2008). Systematic reviews in the social sciences: A practical guide. John Wiley & Sons.
Plasch, M., Zacharia, Z., Gerschberger, M. (2017). Cooperative competitive strategies Prevailing motives and company-specific factors for coopetition. EURAM 2017 Conference Proceedings, Glasgow, United Kingdom of Great Britain and Northern Ireland.
Raza-Ullah T., Bengtsson M.,  & Vanyushyn V. (2018). Coopetition capability: what is it?. In Fernandez A-S., Chiambaretto P., Le Roy F., Czakon W. (eds), The Routledge Companion to Coopetition Strategies, Routledge, Abingdon.
Ritala P, Hurmelinna-Laukkanen P (2013) Incremental and radical innovation in coopetition: the role of absorptive capacity and appropriability. J Prod Innov Manag 30(1):154–169.
Ritala, P & Sainio, L.M., (2014). Coopetition for radical innovation: technology, market and business-model perspectives. Technology Analysis & Strategic Management 26, 155-169.
Ritala, P. (2012). Coopetition strategy – when is it successful? Empirical evidence on innovation and market performance. British Journal of Management.
Ritala, P., Golnam, A. and Wegmann, A. (2014). Coopetition-based business models: the case of Amazon.com. Industrial Marketing Management, Vol. 43 No. 2, pp. 236-249.
Rossiter, J. R. (2002). The C-OAR-SE procedure for scale development in marketing. Journal of Research in Marketing, 19(4), 305–335.
Schiavone, F., & Simoni, M. (2011). An experience-based view of co-opetition in R&D networks. European Journal of Innovation Management, 14(2), 136-154.
Soltani. Morteza, Jafari. Seyyed Mohammad Bagher, Binandeh. Razieh. (2015), Improving Economic Firms Performance through Co-opetition Strategy, Strategic management studies, 7(26), 23-46.
Song, D., & Lee, E.-S. (2012). Coopetitive networks, knowledge acquisition and maritime logistics value. International Journal of Logistics: Research and Applications, 15(1), 15-35.
Song, H.; Wanga, J. and Heesup Han, H. (2019). Effect of image, satisfaction, trust, love, and respect on loyalty formation for namebrand coffee shops, International Journal of Hospitality Management, 5(79), 50-59.
Strauss, Anselm. & Corbin, Juliet. (1998). Basic of Qualitative Reseach: Techniques and Procedures for Developing Grounded Theory, 2nd ed, CA: Sage.theory: Toward multi-grounded theory.International journal of qualitative.
Teece, D.J. (2018). Business models and dynamic capabilities. Long Range Planning, Vol. 51 No. 1, pp. 40-49.
Tidstrom, A. (2014). Managing tensions in coopetition. Industrial Marketing Management, 43(2), 261-271.
Tidstrom, Annika. Ritala, Paavo. Lainema, Kirsi. (2018). Interactional and procedural practices in managing coopetitive tensions. Journal of Business & Industrial Marketing, Vol. 33 Issue: 7, pp.945-957.
Umachandran, K., Ferdinand, D.S., Jurcic, I., Della Corte, V. (2018). e-commerce: A Social Engagement Tool, J, Econ, Financ, 8, 60–64.
Wong, H.Y., and P. Sultan. (2019). How service quality affects university brand performance, university brand image and behavioural intention: the mediating effects of satisfaction and trust and moderating roles of gender and study mode. Journal of Brand Management. 26 (3): 332–347.
Wu, J. (2014). Cooperation with competitors and product innovation: moderating effects of technological capability and alliances with universities. Industrial Marketing Management, 43(2), 199-209.
Yami, S. and Nemeh, A. (2014). Organizing coopetition for innovation: the case of wireless telecommunication sector in Europe. Industrial Marketing Management, Vol. 43 No. 2, pp. 250-260.
Yong, L., Wei, L., Yin, C., & Bo, Y. (2014). Choice of alliance structures when allying with competitors: matching structures to alliance resources and risks. Human Systems Management, 33(3), 79-89.