Designing and Explaining the Model of Alliance Proactiveness in High-Tech Companies

Alliance Proactiveness (AP) refers to the organization's innovative response to identifying and responding to strategic alliance opportunities. This study seeks to provide a model of AP for high-tech firms in order to act competitively and synergize with potential partners to achieve superior business performance over their rivals and achieve a superior competitive advantage. The approach of the present study is mixed method which its nature is qualitative in the qualitative part and practical in the quantitative section. Qualitative data were collected through semi-structured interviews with 18 academic experts and managers of high-tech Iranian companies with a history of strategic alliance in their activities, and continued through theoretical and snowball sampling to reach the theoretical saturation point. Also data were collected using a questionnaire in a quantitative section. After coding the qualitative section interviews, 353 open codes, 93 sub-categories and 29 main categories were conceptualized and the research model in the qualitative part was extracted in causal, pivotal, strategies, contextual, intervening and consequences dimensions. The components of market complexity and leadership, foresight approach, partner monitoring, legitimacy and cultural interaction, critical turbulence, and continuous competitive advantage were placed in these dimensions, respectively. Finally, the fit of the research model in the quantitative part led to the confirmation of the five hypotheses.