{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,5,9]],"date-time":"2026-05-09T04:12:42Z","timestamp":1778299962153,"version":"3.51.4"},"reference-count":60,"publisher":"Emerald","issue":"3","license":[{"start":{"date-parts":[[2007,6,5]],"date-time":"2007-06-05T00:00:00Z","timestamp":1181001600000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2007,6,5]]},"abstract":"<jats:sec><jats:title content-type=\"abstract-heading\">Purpose<\/jats:title><jats:p><jats:italic>The purpose of this paper is to investigate the influence of a relationship marketing orientation within a strategic alliance (referred to as the Alliance) to determine whether those firms have achieved synergy in knowledge sharing or whether they operate as knowledge silos.<\/jats:italic><\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Design\/methodology\/approach<\/jats:title><jats:p><jats:italic>To achieve this aim the paper takes a strategic perspective and proposes a model based on the resource\u2010based view of the firm (RBV) in order to discover whether member firms can move Alliance relationships towards knowledge sharing experienced within long\u2010term and continuing relationships.<\/jats:italic><\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Findings<\/jats:title><jats:p><jats:italic>The results of this study reveal that intangible assets, such as relationships and knowledge, should be managed by the Alliance with the same care as would be undertaken with tangible assets. Further, the development of a relationship market orientation (RMO) by the Alliance appears to be crucial.<\/jats:italic><\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Research limitations\/implications<\/jats:title><jats:p><jats:italic>A key limitation of this paper could be considered the sample size (although the response rate was high) and geographical location.<\/jats:italic><\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Practical implications<\/jats:title><jats:p><jats:italic>Implications from the study were that, although information and knowledge were being shared, one area of improvement would be in relation to the depth of knowledge sharing that tended to occur on a superficial basis.<\/jats:italic><\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Originality\/value<\/jats:title><jats:p><jats:italic>The findings are original in terms of knowledge sharing across organizational boundaries. There is currently very little research available that focuses on the influence of an RMO on knowledge sharing within network groups.<\/jats:italic><\/jats:p><\/jats:sec>","DOI":"10.1108\/13673270710752108","type":"journal-article","created":{"date-parts":[[2007,6,19]],"date-time":"2007-06-19T11:07:23Z","timestamp":1182251243000},"page":"52-66","source":"Crossref","is-referenced-by-count":27,"title":["Strategic alliances and knowledge sharing: synergies or silos?"],"prefix":"10.1108","volume":"11","author":[{"given":"Julia","family":"Connell","sequence":"first","affiliation":[]},{"given":"Ranjit","family":"Voola","sequence":"additional","affiliation":[]}],"member":"140","reference":[{"key":"key2022021119445480100_b1","doi-asserted-by":"crossref","unstructured":"Alwin, D. and Hauser, R. (1975), \u201cDecomposition of effects in path analysis\u201d, American Sociological Review, Vol. 40 No. 1, pp. 37\u201047.","DOI":"10.2307\/2094445"},{"key":"key2022021119445480100_b2","doi-asserted-by":"crossref","unstructured":"Amit, R. and Schoemaker, P.J. (1993), \u201cStrategic assets and organizational rent\u201d, Strategic Management Journal, Vol. 14 No. 1, pp. 33\u201046.","DOI":"10.1002\/smj.4250140105"},{"key":"key2022021119445480100_b3","unstructured":"Arino, A., Torre, J. and Ring, P.S. (2001), \u201cRoles played by relational trust in strategic alliances\u201d, Research Paper No. 432, IESE, Barcelona."},{"key":"key2022021119445480100_b4","doi-asserted-by":"crossref","unstructured":"Barney, J.B. (2001), \u201cIs the resource based view a useful perspective for strategic management research? Yes\u201d, Academy of Management Journal, Vol. 26 No. 1, pp. 41\u201056.","DOI":"10.5465\/amr.2001.4011938"},{"key":"key2022021119445480100_b6","unstructured":"Chin, W.W. and Newsted, P.R. (1999), \u201cStructural equation modeling analysis with small sample research\u201d, in Hoyle, R.H. (Ed.), Strategies for Small Sample Research, Sage, Thousand Oaks, CA, pp. 307\u201041."},{"key":"key2022021119445480100_b7","unstructured":"Clegg, S. (2000), \u201cTrust as networking knowledge\u201d, paper presented at the Trust in the Workplace Conference, University of Newcastle, Newcastle, November."},{"key":"key2022021119445480100_b8","doi-asserted-by":"crossref","unstructured":"Coleman, J. (1988), \u201cSocial capital in the creation of human capital\u201d, American Journal of Sociology, Vol. 94, Supplement, pp. S95\u2010S120.","DOI":"10.1086\/228943"},{"key":"key2022021119445480100_b9","doi-asserted-by":"crossref","unstructured":"Connell, J. and Ryan, S. (1995), \u201cCulture change within a regional business network\u201d, in Mabey, C., Skinner, D. and Clark, T. (Eds), Experiencing Human Resource Management, Sage, London, pp. 129\u201045.","DOI":"10.4135\/9781446280263.n8"},{"key":"key2022021119445480100_b10","doi-asserted-by":"crossref","unstructured":"Conner, K.R. and Prahalad, C.K. (1996), \u201cA resource\u2010based theory of the firm: knowledge versus opportunism\u201d, Organization Science, Vol. 7 No. 5, pp. 477\u2010501.","DOI":"10.1287\/orsc.7.5.477"},{"key":"key2022021119445480100_b11","doi-asserted-by":"crossref","unstructured":"Das, T.K. and Teng, B. (2000), \u201cA resource\u2010based theory of strategy alliances\u201d, Journal of Management, Vol. 26 No. 1, pp. 31\u201061.","DOI":"10.1177\/014920630002600105"},{"key":"key2022021119445480100_b12","doi-asserted-by":"crossref","unstructured":"Day, G.S. (1995), \u201cAdvantageous alliances\u201d, Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 297\u2010300.","DOI":"10.1177\/009207039502300409"},{"key":"key2022021119445480100_b14","doi-asserted-by":"crossref","unstructured":"Doz, Y.L. (1996), \u201cThe evolution of cooperation in strategic alliances: initial conditions or learning processes?\u201d, Strategic Management Journal, Vol. 17, Summer, pp. 55\u201083.","DOI":"10.1002\/smj.4250171006"},{"key":"key2022021119445480100_b15","doi-asserted-by":"crossref","unstructured":"Eisenhardt, K.M. and Martin, J.A. (2000), \u201cDynamic capabilities: what are they?\u201d, Strategic Management Journal, Vol. 21 Nos 10\u201011, pp. 1105\u201022.","DOI":"10.1002\/1097-0266(200010\/11)21:10\/11<1105::AID-SMJ133>3.0.CO;2-E"},{"key":"key2022021119445480100_b58","unstructured":"Ellis, K.L., Lee, J. and Beatty, S.E. (1993), \u201cRelationships in consumer marketing: directions for future research\u201d, 1993 AMA Educators' Proceedings: Enhancing Knowledge Development in Marketing, Vol. 4, AMA, Chicago, IL, pp. 225\u201030."},{"key":"key2022021119445480100_b16","unstructured":"Fahy, J. and Smithee, A. (1999), \u201cStrategic marketing and the resource\u2010based view of the firm\u201d, Academy of Marketing Science Review, Vol. 99 No. 10, available at: www.amsreview.org\/amsrev\/theory\/fahy10\u201099.html."},{"key":"key2022021119445480100_b17","unstructured":"Falk, R.F. and Miller, N.B. (1992), A Primer for Soft Modeling, University of Akron Press, Akron, OH."},{"key":"key2022021119445480100_b18","unstructured":"Fulop, L. and Kelly, J. (1995), \u201cA survey of industry network initiatives in NSW\u201d, paper prepared for the Strengthening Local Economic Capacity (SLEC) project, Newcastle."},{"key":"key2022021119445480100_b19","unstructured":"Grant, R.M. (2002), Contemporary Strategy Analysis, Concepts, Techniques and Applications, Blackwell, Oxford."},{"key":"key2022021119445480100_b20","doi-asserted-by":"crossref","unstructured":"Gr\u00f6nroos, C. (1991), \u201cThe marketing strategy continuum: toward a marketing concept\u201d, Management Decision, Vol. 29 No. 1, pp. 7\u201013.","DOI":"10.1108\/00251749110139106"},{"key":"key2022021119445480100_b21","doi-asserted-by":"crossref","unstructured":"Hamel, G. (1991), \u201cCompetition for competence and inter\u2010partner learning within international strategic alliances\u201d, Strategic Management Journal, Vol. 12, Summer, pp. 83\u2010103.","DOI":"10.1002\/smj.4250120908"},{"key":"key2022021119445480100_b59","unstructured":"Hamel, G. and Prahalad, C.K. (1994), Competing for the Future, Harvard Business Review Press, Boston, MA."},{"key":"key2022021119445480100_b23","unstructured":"Handy, C. (1990), The Age of Unreason, Harvard Business School, Boston, MA."},{"key":"key2022021119445480100_b60","unstructured":"Hefner, L.L. (1994), \u201cStrategic alliances and the human resource implications for records managers\u201d, ARMA Records Management Quarterly, Vol. 28 No. 3, p. 13."},{"key":"key2022021119445480100_b24","doi-asserted-by":"crossref","unstructured":"Hennart, J.F. (1988), \u201cA transaction cost theory of equity joint ventures\u201d, Strategic Management Journal, Vol. 9 No. 4, pp. 361\u201074.","DOI":"10.1002\/smj.4250090406"},{"key":"key2022021119445480100_b25","unstructured":"Hildreth, P.J. and Kimble, C. (2002), \u201cThe duality of knowledge\u201d, Information Research, Vol. 8 No. 1, paper no. 142, available at: http:\/\/InformationR.net\/ir\/8\u20101\/paper142.html."},{"key":"key2022021119445480100_b27","unstructured":"Howarth, C., Gillin, M. and Bailey, J. (1995), Strategic Alliances, Resource\u2010sharing Strategies for Smart Companies, Pitman Publishing, Melbourne."},{"key":"key2022021119445480100_b28","doi-asserted-by":"crossref","unstructured":"Igbaria, M., Zinatelli, N., Cragg, P. and Cavaye, A. (1997), \u201cPersonal computing acceptance factors in small firms: a structural equation model\u201d, MIS Quarterly, September, pp. 279\u2010302.","DOI":"10.2307\/249498"},{"key":"key2022021119445480100_b29","doi-asserted-by":"crossref","unstructured":"Inkpen, A. (1998), \u201cLearning, knowledge acquisition and strategic alliances\u201d, European Management Journal, Vol. 16 No. 2, pp. 223\u20109.","DOI":"10.1016\/S0263-2373(97)00090-X"},{"key":"key2022021119445480100_b30","unstructured":"Iyer, K. (2002), \u201cLearning in strategic alliances: an evolutionary perspective\u201d, Academy of Marketing Science Review, Vol. 10, available at: www.amsreview.org\/articles\/iyer10\u20102002.pdf."},{"key":"key2022021119445480100_b31","unstructured":"Jakobsen, M. (2003), \u201cManagerial challenges within networks\u201d, paper presented at the 2nd Workshop on Trust within and between Organisations, Amsterdam, 23\u201024 October."},{"key":"key2022021119445480100_b32","doi-asserted-by":"crossref","unstructured":"Jap, S.D. (1999), \u201cPie\u2010Expansion' efforts: collaboration processes in buyer\u2010supplier relationships\u201d, Journal of Marketing Research, Vol. 36 No. 4, pp. 461\u201075.","DOI":"10.1177\/002224379903600405"},{"key":"key2022021119445480100_b33","doi-asserted-by":"crossref","unstructured":"Jerez\u2010Gomez, P., Cespedes\u2010Lorente, J. and Valle\u2010Cabrera, R. (2005), \u201cOrganizational learning capability: a proposal of measurement\u201d, Journal of Business Research, Vol. 58 No. 6, pp. 715\u201025.","DOI":"10.1016\/j.jbusres.2003.11.002"},{"key":"key2022021119445480100_b34","doi-asserted-by":"crossref","unstructured":"Lane, C. and Bachman, R. (Eds) (1998), Trust within and between Organizations \u2013 Conceptual Issues and Empirical Applications, Oxford University Press, Oxford.","DOI":"10.1093\/oso\/9780198293187.001.0001"},{"key":"key2022021119445480100_b35","doi-asserted-by":"crossref","unstructured":"Lave, J. and Wenger, E. (1991), Situated Learning: Legitimate Peripheral Participation, Cambridge University Press, Cambridge.","DOI":"10.1017\/CBO9780511815355"},{"key":"key2022021119445480100_b36","doi-asserted-by":"crossref","unstructured":"Levin, D., Cross, R. and Abrams, L. (2002), The Strength of Weak Ties You Can Trust: The Mediating Role of Trust in Knowledge Transfer, Academy of Management, Denver, CO.","DOI":"10.5465\/apbpp.2002.7517527"},{"key":"key2022021119445480100_b37","unstructured":"Limerick, D. and Cunnington, B. (1993), Managing the New Organisation: A Blueprint for Networks and Strategic Alliances, Business and Professional Publishing, Sydney."},{"key":"key2022021119445480100_b38","doi-asserted-by":"crossref","unstructured":"Luo, Y. (2002), \u201cBuilding trust in cross\u2010cultural collaborations: toward a contingency perspective\u201d, Journal of Management, Vol. 28 No. 5, pp. 669\u201094.","DOI":"10.1177\/014920630202800506"},{"key":"key2022021119445480100_b39","unstructured":"Lynch, R.P. (1993), Business Alliances Guide: The Hidden Competitive Weapon, John Wiley, Chichester."},{"key":"key2022021119445480100_b41","doi-asserted-by":"crossref","unstructured":"Makadok, R. (2001), \u201cTowards a synthesis of resource\u2010based and dynamic capability views of rent creation\u201d, Strategic Management Journal, Vol. 22 No. 5, pp. 387\u2010402.","DOI":"10.1002\/smj.158"},{"key":"key2022021119445480100_b42","doi-asserted-by":"crossref","unstructured":"Medcof, J.W. (1997), \u201cWhy too many alliances end in divorce\u201d, Long Range Planning, Vol. 30 No. 5, pp. 718\u201032.","DOI":"10.1016\/S0024-6301(97)00050-2"},{"key":"key2022021119445480100_b43","doi-asserted-by":"crossref","unstructured":"O'Cass, A. (2001), \u201cConsumer self\u2010monitoring, materialism and involvement in fashion clothing\u201d, Australasian Marketing Journal, Vol. 9 No. 1, pp. 46\u201060.","DOI":"10.1016\/S1441-3582(01)70166-8"},{"key":"key2022021119445480100_b45","doi-asserted-by":"crossref","unstructured":"Park, N.K., Mezias, J.M. and Song, J. (2004), \u201cA resource\u2010based view of strategic alliances and firm value in the electronic marketplace\u201d, Journal of Management, Vol. 30 No. 1, pp. 7\u201028.","DOI":"10.1016\/j.jm.2002.11.001"},{"key":"key2022021119445480100_b46","doi-asserted-by":"crossref","unstructured":"Parkhe, A. (1993), \u201cStrategic alliance structuring: a game theory and transaction cost examination of inter\u2010firm cooperation\u201d, Academy of Management Journal, Vol. 36 No. 4, pp. 794\u2010829.","DOI":"10.5465\/256759"},{"key":"key2022021119445480100_b47","doi-asserted-by":"crossref","unstructured":"Ring, P.S. and Van de Ven, A.H. (1992), \u201cStructuring cooperative relationships between organizations\u201d, Strategic Management Journal, Vol. 13 No. 7, pp. 483\u201098.","DOI":"10.1002\/smj.4250130702"},{"key":"key2022021119445480100_b48","doi-asserted-by":"crossref","unstructured":"Ring, P.S. and Van de Ven, A.H. (1994), \u201cDevelopmental processes of cooperative inter\u2010organizational relationships\u201d, Academy of Management Review, Vol. 19 No. 1, pp. 90\u2010118.","DOI":"10.5465\/amr.1994.9410122009"},{"key":"key2022021119445480100_b50","unstructured":"Rylatt, A. (2003), Winning the Knowledge Game: A Smarter Strategy for Better Business in Australia and New Zealand, McGraw Professional, Sydney."},{"key":"key2022021119445480100_b51","unstructured":"Saint\u2010Onge, H. and Armstrong, C. (2004), The Conducive Organisation: Building beyond Sustainability, Elsevier Butterworth\u2010Heinemann, Burlington, MA."},{"key":"key2022021119445480100_b52","unstructured":"Senge, P.M. (1990), The Fifth Discipline: Art and Practice of the Learning Organization, Doubleday, New York, NY."},{"key":"key2022021119445480100_b53","doi-asserted-by":"crossref","unstructured":"Sin, L.Y.M., Tse, A., Oliver, H.M., Chow, R.P., Lee, J. and Lau, B.Y. (2005), \u201cRelationship marketing orientation: scale development and cross\u2010cultural validation\u201d, Journal of Business Research, Vol. 58 No. 2, pp. 185\u201094.","DOI":"10.1016\/S0148-2963(02)00493-9"},{"key":"key2022021119445480100_b54","doi-asserted-by":"crossref","unstructured":"Spanos, Y.E., Zaralis, G. and Lioukas, S. (2003), \u201cStrategy and industry effects on profitability: evidence from Greece\u201d, Strategic Management Journal, Vol. 25 No. 2, pp. 139\u201065.","DOI":"10.1002\/smj.369"},{"key":"key2022021119445480100_b56","unstructured":"Wilson, T.D. (2002), \u201cThe nonsense of 'knowledge management\u201d, Information Research, paper no. 144, available at: http:\/\/InformationR.net\/ir\/8\u20101\/paper144.html."},{"key":"key2022021119445480100_b57","doi-asserted-by":"crossref","unstructured":"Wright, P.M., Dunford, P.P. and Snell, S. (2001), \u201cHuman resources and the resource based view of the firm\u201d, Journal of Management, Vol. 27 No. 6, pp. 701\u201021.","DOI":"10.1177\/014920630102700607"},{"key":"key2022021119445480100_frg1","doi-asserted-by":"crossref","unstructured":"Calantone, R.J., Cavusgil, S.T. and Zhao, Y. (2002), \u201cLearning orientation, firm innovation capability and firm performance\u201d, Industrial Marketing Management, Vol. 31 No. 6, pp. 515\u201024.","DOI":"10.1016\/S0019-8501(01)00203-6"},{"key":"key2022021119445480100_frg2","unstructured":"De Geus, A. (1988), \u201cPlanning as learning\u201d, Harvard Business Review, Vol. 66 No. 2, pp. 70\u20104."},{"key":"key2022021119445480100_frg3","doi-asserted-by":"crossref","unstructured":"Hamel, G. and Prahalad, C.K. (1996), \u201cCompeting in the new economy: managing out of bounds\u201d, Strategic Management Journal, Vol. 17 No. 3, pp. 237\u201042.","DOI":"10.1002\/(SICI)1097-0266(199603)17:3<237::AID-SMJ829>3.0.CO;2-G"},{"key":"key2022021119445480100_frg4","doi-asserted-by":"crossref","unstructured":"Hoopes, D.G., Madsen, T.L. and Walker, G. (2003), \u201cGuest editors' introduction to the special issue: why is there a resource based view? Towards a theory of competitive heterogeneity\u201d, Strategic Management Journal, Vol. 24 No. 10, pp. 889\u2010902.","DOI":"10.1002\/smj.356"},{"key":"key2022021119445480100_frg5","doi-asserted-by":"crossref","unstructured":"Madhok, A. (1997), \u201cCost, value and foreign market entry model: the transaction and the firm\u201d, Strategic Management Journal, Vol. 18 No. 1, pp. 39\u201061.","DOI":"10.1002\/(SICI)1097-0266(199701)18:1<39::AID-SMJ841>3.0.CO;2-J"},{"key":"key2022021119445480100_frg6","doi-asserted-by":"crossref","unstructured":"O'Dell, C. and Grayson, C.J. (1998), \u201cIf only we knew what we know: identification and transfer of internal best practices\u201d, California Management Review, Vol. 40 No. 3, pp. 154\u201074.","DOI":"10.2307\/41165948"},{"key":"key2022021119445480100_frg7","doi-asserted-by":"crossref","unstructured":"Ritter, T. and Gem\u00fcnden, A. (2003), \u201cNetwork competence: its impact on innovation success and its antecedents\u201d, Journal of Business Research, Vol. 56 No. 9, pp. 745\u201055.","DOI":"10.1016\/S0148-2963(01)00259-4"},{"key":"key2022021119445480100_frg8","doi-asserted-by":"crossref","unstructured":"Wernerfelt, B. (1984), \u201cA resource based view of the firm\u201d, Strategic Management Journal, Vol. 5 No. 2, pp. 171\u201080.","DOI":"10.1002\/smj.4250050207"}],"container-title":["Journal of Knowledge Management"],"original-title":[],"language":"en","link":[{"URL":"http:\/\/www.emeraldinsight.com\/doi\/full-xml\/10.1108\/13673270710752108","content-type":"unspecified","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/www.emerald.com\/insight\/content\/doi\/10.1108\/13673270710752108\/full\/xml","content-type":"application\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/www.emerald.com\/insight\/content\/doi\/10.1108\/13673270710752108\/full\/html","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2025,7,25]],"date-time":"2025-07-25T00:11:16Z","timestamp":1753402276000},"score":1,"resource":{"primary":{"URL":"http:\/\/www.emerald.com\/jkm\/article\/11\/3\/52-66\/270151"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2007,6,5]]},"references-count":60,"journal-issue":{"issue":"3","published-print":{"date-parts":[[2007,6,5]]}},"alternative-id":["10.1108\/13673270710752108"],"URL":"https:\/\/doi.org\/10.1108\/13673270710752108","relation":{},"ISSN":["1367-3270"],"issn-type":[{"value":"1367-3270","type":"print"}],"subject":[],"published":{"date-parts":[[2007,6,5]]}}}