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The Coordination of Inter-Organizational Networks in the Enterprise Software Industry

The Perspective of Complementors

Series:

Thomas Kude

In the enterprise software industry, large platform vendors have established partner networks with smaller providers of complementary solutions. This study takes the perspective of these complementors. How do they coordinate their partnerships with platform vendors? What are the circumstances under which different coordination mechanisms lead to partnership success? Based on existing theories and the findings from extensive qualitative research, a new explanatory model is developed. The study contributes to theory building efforts in the Information Systems discipline as well as in adjacent fields by providing a better understanding of partnership coordination and success. The implications for successful partnership management are highly relevant for practitioners.

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Appendix

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1 Interview guidelines 1.1 Exploratory phase 1. Information regarding company and interview partner • Organization’s main business area, historical development of the partnership? • Interviewee’s position within organization, role regarding partnership? 2. Partnership formation • When was the partnership formed? What were the strategic goals associated with the decision to enter the cooperation? • Which formal criteria had to be met and which steps had to be taken in order to become a partner? 3. Partnership dynamics • Which strategic challenges or risks emerge throughout the partnership? Which are the reasons for these challenges and risks? • Has the nature of the partnership changed over time? 4. Operational aspects of the partnership • How is the procedure of cooperating with the partner in a specific project? • How are operational challenges managed? 5. Partnership success • Which impact has the partnership on the success of your business? Is partnership success evaluated systematically? • From your point of view, why is the partnership successful or not successful re- spectively? • In your opinion, how should/will the partnership develop over time and which steps have to be taken? 186 Appendix 1.2 Refinement phase 1. Information regarding company and interview partner • Organization’s main business area, historical development of the partnership? • Interviewee’s position within organization, role regarding partnership? 2. Strategic goals of the partnership • What were the strategic goals and reasons to enter the cooperation? • What are the concrete advantages resulting from the partnership? • Which resources and capabilities of the partner are particularly useful and advan- tageous (technological know-how, market access, reputation gain,...

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