Title: The role of strategic motivations and mutual dependence on partner selection in SME coopetition

Authors: Robert V. Randolph; Hanqing Fang; Esra Memili; Veland Ramadani; Dilek Zamantılı Nayır

Addresses: Michael A. Leven School of Management, Entrepreneurship and Hospitality, 3495 Campus Loop Rd NW MD4900, Kennesaw, GA 30144, USA ' Missouri University of Science and Technology, 1201 N. State St. Rolla, MO 65409, USA ' University of North Carolina at Greensboro, P.O. Box 2617, Greensboro, NC, 27402-6170, USA ' Faculty of Business and Economics, South East European University, Bul. Ilinden No. 335, 1200 Tetovo, North Macedonia ' Marmara University, Ressam Namık İsmail Sok. No. 1, 34180 Bahçelievler/İstanbul, Turkey

Abstract: Considering the significant economic impact of SMEs and their proclivity towards collaborative strategies, SME coopetition remains under researched despite evidence of its distinctiveness. Drawing upon resource dependence theory, we develop and test a model that considers the role of strategic motivations, proactive or reactive, as determinants of the emphasis on mutual dependence in partner selection. We argue that coopetition is a unique avenue for constraint absorption that is particularly relevant in SMEs motivated by resource limitations and perceived market necessities. Further, we argue that SMEs with more traditional proactive strategic motivations are more likely to view coopetition as an avenue for market exploitation and thus less likely to select partners based on mutual dependence, particularly when engaging with less trusted partners. Our findings, based on the study of 104 firms in the automotive sector, generally support our arguments and suggest a number of implications for the continued study of SME coopetition.

Keywords: coopetition; competition; strategic motivations; mutual dependence; partner selection; knowledge; innovation; SMEs; Turkey.

DOI: 10.1504/IJESB.2023.129292

International Journal of Entrepreneurship and Small Business, 2023 Vol.48 No.3, pp.273 - 295

Received: 20 Jan 2020
Accepted: 20 Jan 2020
Published online: 06 Mar 2023 *

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