Abstract
Which relational atmosphere would allow clients and suppliers to fully benefit from their innovation partnerships? Adopting an interactionist approach, we hypothesized that elements of a partnership atmosphere mediate the relationship between partnership type and relational performance. Based on taxonomic analysis of 160 cross-industry vertical innovation partnerships (VIPs) with differing contractual, relational, and organizational arrangements, we identified four VIP types: free, project-based, elaborated, and exclusive. Our results did not support a direct effect from VIP types on performance. However, we found that a trustful atmosphere enables achieving and exceeding expected benefits in both project-based and exclusive VIPs, whereas a familiar atmosphere enables achieving and exceeding expected benefits only for exclusive VIPs, and interdependence allows exceeding benefits only for project-based VIPs.
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