Partner Selection, Interorganizational Coordination, and New Service Development Success in the Financial Service Industry

摘要

This study aims to investigate the relationship between partner selection and new service development (NSD) success. We identified three partner selection factors based on partner selection theory: partner reliability, partner expertise, and partner compatibility, and suggested product-market experience and technological experience as moderators. We developed a questionnaire and distributed it to 446 financial service companies in Taiwan. Overall, we received 122 usable pairs of responses from each firm's sales manager and marketing manager. The results indicate that interorganizational coordination contributes to NSD success. Among the three partner selection factors, partner reliability and partner compatibility were found to positively affect interorganizational coordination. In addition, product-market experience enhances the positive effect of interorganizational coordination on NSD success. Copyright (c) 2018 ASAC. Published by John Wiley & Sons, Ltd.