24 ALLIANCE MINDSET
Organizational complexity within alliance arrangements, derived from the co-occurring and entanglement of multiple tensions, represents a key characteristic of alliances and a source of potential collaborative advantage. It is also one of the causes of friction and underperformance. Whereas prior alliance literature emphasized instrumental approaches to deal with this complexity, one key driver of alliance performance originates in the alliance mindset. An alliance mindset refers to the frame that alliance managers use to interpret situations and make decisions. A critical aspect of an alliance mindset pertains to identifying and dealing with tensions, a practice which is inherently associated ...
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