Factores determinantes del desempeño de las alianzas estratégicas: hallazgos en los consorcios del sector cooperativo costarricense

The issue of cooperation agreements is relevant as a good practice in business management, but also its successful implementation is not simple, and is not without failure. It becomes necessary then as efforts to develop this research, which aims to provide knowledge on strategic alliances, specifically in relation to the factors leading to good performance of the same. We used a research methodology with quantitative approach, in which we used structural equation, through the technique of partial least squares analysis, appropriate in early stages of development theories, when a conceptual model and measurement scales are not yet sufficiently validated. The study population were cooperative consortia of Costa Rica, and finally obtained sample was 116 cases. Our research highlights that those partners who want to increase the performance of their strategic alliances should emphasize their attention on determining factors as the level of communication, mutual trust, the delineation of objectives of the Agreement, the level of formalization of the Agreement, the level of dysfunctional conflict and reciprocal commitment. We found no empirical evidence that greater experience in partnerships leading to greater mutual trust; we did not find evidence to support a higher level of mutual trust contributes to reducing the level of dysfunctional conflict.