Understanding the Impact of Relational Capital and Organizational Learning on Alliance Outcomes

This paper examines how relational capital influences the acquisition of knowledge among alliance partners. We propose that firms with higher levels of inter- and intra-firm learning are better able to achieve superior alliance outcomes. A conceptual framework is developed by integrating the relational view, organizational learning theory, and the resource-based view. We provide empirical evidence using large-sample data to test the model and find that trust and interaction creates a basis for knowledge acquisition across alliance partners. The results also indicate that when the firms are active in knowledge acquisition from alliance partners and dissemination of such knowledge within the organization, they are capable of enhancing satisfaction with the alliance relationship