Managing the inter-firm cooperation process: Exploratory case studies of Hong Kong architects and contractors

Researchers have suggested that both the contract and the process of inter-firm cooperation are important for its success. However, empirical knowledge of the inter-firm cooperation process is very limited. Drawing on extant literature on cooperation and competition and social exchange theory, we propose an action pattern model which describes the cooperating process in a parsimonious and systematic way. Twelve case studies were conducted on architect-contractor cooperation dyads in Hong Kong to explore the cooperation process using the lens of the action pattern model. Results gave rich anecdotal accounts of the three key parameters of the model: action acquiescence as a lubricant to deal with unspecified contractual situations, action simplicity as a signaling device to partners, and action reciprocity as a reward and punishment tactic. The implications of the action pattern model are discussed. © 2002 Kluwer Academic Publishers.