Strategic Alliance Magazine Q2 2016 - 35
F I N A N C I A L M E T R I C S O F PA R T N E R I N G
"aggregate of the informal resources available to an individual, group, or institution that is generated by positive
interactions," as described in the report. One finding
contradicts the commonly held belief that trust and
goodwill are fundamental to the strength of an alliance.
More important are the structural and cognitive dimensions of social capital (see Figure 2), Wilson found.
ASAP commissioned Wilson to write the 6th State of
the Alliance report based on his findings, which provide
a new body of statistical support for ASAP's Three-Dimensional Fit Model (see Table 1). After reviewing reams
of research, Wilson was able to confirm the reliability of
the model: "It delineates the three dimensions of social
capital. Most models out there only capture one or two,"
he noted. "All three are statistically distinct, and were distilled from mounds of prior research. The dimensions
conceptually aligned with ASAP's model."
The Three Distinct
Dimensions of Social Capital
n Structural: The frequency and quality of
interaction between firm members-primary
determinant of positive alliance performance.
n Cognitive: Shared goals, organizational norms,
executive alignment and work systems-
secondary determinant of positive alliance
performance.
n Relational: Inter-firm trust, respect, and
"In strategic alliance research, the intersection of
relational factors and economic performance is un-
reciprocity between firm members-tertiary
determinant of positive alliance performance.
ASAP Three-Dimensional
Fit Model
Social Capital
STRATEGIC FIT
-
OPERATIONAL FIT
COGNITIVE DIMENSION
CHEMISTRY/
CULTURAL FIT
STRUCTURAL &
RELATIONAL DIMENSION
Table 1
Social Capital and ASAP Fit Model
The ASAP Three-dimensional Fit Model shows the value of social capital and
prioritization when creating a successful alliance.
35
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