Zybell, Uwe2017-10-262017-10-2620130960-0035https://depositonce.tu-berlin.de/handle/11303/7034http://dx.doi.org/10.14279/depositonce-6355Dieser Beitrag ist mit Zustimmung des Rechteinhabers aufgrund einer (DFG geförderten) Allianz- bzw. Nationallizenz frei zugänglich.This publication is with permission of the rights owner freely accessible due to an Alliance licence and a national licence (funded by the DFG, German Research Foundation) respectively.Purpose – The purpose of the research is to shed light on the question of how elements of a partnership system interact to provide a basis for an enhanced performance management framework. Design/methodology/approach – A structured literature review is followed by a longitudinal case study (action research), which combines qualitative and quantitative analyses. Observations over time, documents such as contracts, joint agreements, meeting agendas and minutes, personal conversations and in-depth interviews were mainly used, with quantitative measurement of operational and relational performance. For an in-depth analysis of interdependencies, a systemic perspective based on an interaction analysis of relevant elements of the partner management system was adopted. Findings – The paper draws upon real-life data from service partnerships in the automotive industry. Combining a longitudinal multi-dyadic approach with action-based research makes it a unique opportunity to reveal insights into the development of performance-based partnerships. The paper illustrates enablers, limitations, and conflicting circumstances in partnering highlighting the role of incentives and derives propositions for a comprehensive framework for a performance-oriented partner management. Research limitations/implications – Owing to the limited number of case studies, this research is considered mainly exploratory. The presented case study is an essentially illustrative example of the implementation and development of performance-oriented partnerships. The insights provide a better and deeper understanding of the dynamics of forming partnerships in reality, especially limitations and pertinent expectations regarding performance management in partnerships. There remains a need for further research for success-related dimensions and antecedents of partnering concepts in a general industry approach. Originality/value – The paper draws upon real-life data from service partnerships in the automotive industry. Combining a longitudinal multi-dyadic approach with action-based research makes it a unique opportunity to reveal insights into the development of performance-based partnerships. The paper illustrates enablers, limitations, and conflicting circumstances in partnering highlighting the role of incentives and derives propositions for a comprehensive framework for a performance-oriented partner management.en530 Physikpartnershipperformanceincentivescase studysystemic thinkingperformance managementArticle