Relational Capacity in Strategic Alliances in the Pharmaceutical Sector

It evaluates the relationship between conflict resolution, relational capacity and the performance of contractual strategic alliances. The universe of this study is Brazilian human pharmaceutical companies. The population of companies was defined as pharmaceutical laboratories, pharmacochemical companies, biotechnology companies and pharmacy chains. A structural and measurement model was drawn up consisting of causal relationships between these constructs based on existing theory. The model was used to define first and second order latent variables and measurable indicators. Primary data was collected from 159 companies through interviews with managers responsible for alliances. One alliance was studied in each company. To test the data collected on the measurement model, structural equation analysis was carried out using the Partial Least Squares method. The results show that there is consistency between the theoretical basis used in the study and the empirical data obtained.