Title: The drivers for collective horizontal coopetition: a case study of screwcap initiatives in the international wine industry

Authors: Pilsik Choi, Rosanna Garcia, Colette Friedrich

Addresses: Graduate School of Management, Clark University, 950 Main Street, Worcester, MA 01610 USA. ' College of Business Administration, Northeastern University, 202 Hayden Hall, Boston, MA 02115 USA. ' Sloan School of Management, Massachusetts Institute of Technology, 50 Memorial Drive, Cambridge, MA 02142 USA

Abstract: This paper investigates antecedents for forming collective horizontal coopetition, where all or most major competitors in an industry cooperate to achieve a common goal while competing with each other in other areas of business. The purposes of this paper are: 1) to gain an understanding of how coopetition emerges within an industry using a case study of the screwcap initiative in the Australian, New Zealand and US wine industries; 2) to develop a conceptual model that describes the factors that lead to coopetition among horizontal competitors at the industry level. The following five factors are found to facilitate formation of this type of collective horizontal coopetition: strategic common goals, greater expected collective benefits, safeguards against knowledge transfer, intra-industry complementarities and strong ties in cooperative networks. These factors are presented as propositions. Then, theoretical contributions and managerial implications are discussed.

Keywords: collective horizontal coopetition; co-opetition; common goals; expected collective benefits; knowledge transfer; intra-industry complementarities; cooperative networks; wine industry; drinks industry; alcohol; screwcap initiatives; horizontal competition; Australia; New Zealand; USA; United States; strategic business alliances; multi-organisation partnerships; innovation.

DOI: 10.1504/IJSBA.2010.030427

International Journal of Strategic Business Alliances, 2010 Vol.1 No.3, pp.271 - 290

Published online: 16 Dec 2009 *

Full-text access for editors Access for subscribers Purchase this article Comment on this article