1. Dhaundiyal, Mayank, Coughlan , Joseph (2022) "Extending alliance management capability in individual alliances in the post-formation stage", Industrial Marketing Management, Volume 102, April 2022, Pages 12-23. Elsevier, ABDC A-star, ABS 3, SCOPUS indexed, ISSN: 0019-8501. Available at:  (Status: Published).

Strategic alliances are increasingly important to firms, yet many alliances do not achieve their goals. This lack of success can be attributed to poor mitigation of risks related to performance and to managing relationships. Current conceptualizations of the capability to manage the post-formation stage of alliances overly focus on mitigation of relationship management risks, and as a result do not fully address both types of risks. We draw on Social Exchange theory, the Resource Based View and Transactions Costs Economics to extend the conceptualization of alliance management capability (AMC) by adding specific justice-related activities and resource management skills to the extant conceptualizations. We focus our attention on the post formation stage. We test our hypotheses using a sample of 154 Indian firms engaged in strategic alliances in the IT industry and we find support for our extended conceptualization of AMC and a strong positive association with alliance performance. We also demonstrate that our extended conceptualization provides additional explanatory power in relation to alliance performance than the original AMC. Implications for managers and opportunities for future research are explored.

2. Dhaundiyal, Mayank, Coughlan , Joseph (2020) "The Impact of Alliance Justice Capability On The Performance Of Strategic Alliances In The Indian IT Sector: The Mediating Role of Inter-Firm Commitment", Cogent Business and Management (Taylor & Francis/Routledge; ABS Ranked, SCOPUS indexed, eISSN: 2331-1975), Vol. 7:1, Available at:-  (Status: Published).

This paper conceptualizes and operationalizes alliance justice capability (AJC) as a second order firm-level capability consisting of three distinct yet related first-order firm level skills which foster procedural justice (PJ), distributive justice (DJ) and interactional justice (IJ) in the relationship between alliance partners. The paper then goes on to test how AJC affects alliance performance, mediated by inter-firm affective commitment and calculative commitment. This model is tested via a survey which yielded responses from alliance managers in the Indian Information Technology sector. The data was analysed with structural equation modelling using Mplus. Research findings partially validate the theoretical model put forward in this paper demonstrating the mediating role of affective commitment in the relationship between AJC and alliance performance.

3. Dhaundiyal, Mayank, Coughlan , Joseph (2020) "Understanding Strategic Alliance Life Cycle: A 30 Year Literature Review of Leading Management Journals", Business: Theory and Practice (SCOPUS indexed, ISSN: 1648-0627 / eISSN: 1822-4202), Vol. 21(2), 519-530.  (Status: Published).

This paper contributes to the strategic alliance literature by undertaking a literature review of the burgeoning strategic alliance literature published in the last three decades in the mainstream management journals to fulfil two primary objectives. First, to bring a coherent structure into the fairly vast and growing alliance literature and second, to serve as a medium for a holistic understanding of the major life stages of strategic alliances. This is done by first dividing the alliance literature into three distinct yet related alliance life stages namely the pre-alliance stage, alliance formation stage and the alliance management and performance stage, and then by discussing in detail the three alliance stages individually. The paper would be useful for academics as well as practitioners looking to get a holistic understanding of strategic alliances and its three distinct yet related life stages and the key research papers which have been published focussing on each of these alliance stages.

4. Dhaundiyal, Mayank, Coughlan , Joseph (2016) "Investigating the effects of shyness and sociability on customer impulse buying tendencies: The moderating effect of age and gender", International Journal of Retail & Distribution Management (Emerald, ABDC  A, SCOPUS indexed), Vol. 44: 9, pp.923 – 939, Available at:-  (Status: Published).

The effect of personality traits on impulse purchase is not well understood. The purpose of this paper is to investigate how two such traits, shyness and sociability, impact on impulse buying tendency. Understanding drivers of impulse purchase, a significant source of retail sales, is important to succeed in the challenging environment that store-based retailers face. The findings suggest that retailers should factor customers’ psychological traits into their decision making. Individuals with high levels of sociability and shyness are prone to buying on impulse but in different ways. Younger people are more likely to exhibit these behaviours.

5. Dhaundiyal, M and Coughlan, J (2015) Alliance Management Capability and Alliance Performance: Evidence from the Indian IT Industry, Academy of Management Proceedings, Vol. 2015, No. 1. Available at Academy of Management

Alliances are increasingly important in international business as a method of accessing resources and markets, and therefore need to be carefully managed. This study puts forward a revised theoretical conceptualization of alliance management capability (AMC) and its link to alliance performance and tests it empirically. Based on the extant literature and interactions with top management personnel and alliance managers of IT firms via seventeen semi-structured interviews, a theoretical model of AMC and alliance performance was conceptualized. The model was tested through a research survey and the data was analyzed with structural equation modelling using Mplus. The findings validate the theoretical model put forward in this paper. Research findings indicate to the existence of a higher order alliance management capability construct. This paper advances our understanding of what skills contribute to alliance success and what best practices could be developed by firms to maximize positive alliance performance outcomes.

6. Dhaundiyal, M and Coughlan, J (2015) Alliance Management Capability and Commitment: The Role of Organisational Justice, Paper presented at Bi-Annual International Conference on Business Market Management (BMM), London, UK, July 2015.

7. Dhaundiyal, M and Coughlan, J (2015) Does Alliance Management Capability (AMC) drive alliance performance? Testing an augmented AMC model, Paper presented at European Academy of Management (EURAM), Warsaw, Poland, June 2015.

8. Dhaundiyal, M and Coughlan, J (2011) What is an alliance mindset and how it affects alliance management capability?, Paper presented at Strategic Management Society (SMS), Miami, Florida, November, 2011 (Nominated for the Best conference paper and Best PhD paper).

9. Dhaundiyal, M and Coughlan, J (2011) Re-Conceptualizing Alliance Management Capability: A Revised and Augmented Model, Paper presented at Academy of Management (AoM), San Antonio, Texas, USA August 2011.

10. Dhaundiyal, M and Coughlan, J (2010) Effect of Alliance Management Capability on Innovation, Relationship Capital and Performance of SMEs, Paper presented at British academy of Management (BAM), Sheffield, UK, November, 2010.

11. Dhaundiyal, M and Coughlan, J (2010) A re-conceptualisation of Alliance Management Capability and the link to Performance: The mediating role of relational capital in an international context, Paper presented at European Academy of Management (EURAM), Rome, May 2010.

12. Dhaundiyal, M (2010) International alliance management capability: a multi-dimensional conceptualization, Paper presented at Academy of International Business (UKI chapter)-Doctoral Colloquium, 37 th annual conference, Dublin, Ireland April 2010.

13. Dhaundiyal, M. and Coughlan, J. (2009), The effect of hedonic motivations, sociability and shyness on the impulsive buying tendencies of the Irish consumer, Paper presented at Irish Academy of Management (IAM) Conference, Galway, Ireland, September 2009. Available at:

Previous empirical studies have shown that consumers' hedonic shopping motivations can reliably predict their impulsive buying tendencies (IBT). Impulsivity has been shown to have strong roots in people’s personality (Verplanken and Herabadi 2001). This study extended current research to include two other personality constructs - shyness and sociability - that have not been tested against impulsivity in the literature. A questionnaire comprising of subscales of IBT, hedonic shopping motivations, shyness and sociability as developed by Verplanken and Herabadi (2001), Arnold and Reynolds (2003) and Cheek and Buss (1981) respectively was administered to 194 respondents in two prominent Dublin city centre shopping locations.

Using a structural equation modeling technique, the effects of shyness and sociability on consumer’s impulsive buying tendency were analyzed. The effects of consumer’s hedonic shopping motivations along with their gender were also studied. Although no direct effect was found between either shyness or sociability and IBT, shyness did have a significant effect on hedonic motivations that in turn had a significant effect on IBT. Thus the results did confirm the effect of shyness on consumer’s IBT. No relation was found between sociability and IBT. Gender issues had a significant effect in the model. Finally the research corroborated the multifaceted character of impulsivity and the need for further research in the area. 

Articles in Newspapers, Magazines and Blogs

1. Mayank Dhaundiyal, “How is the online MBA making people future-ready?”, The Times of India, Published August 28, 2022, Available at

2. Mayank Dhaundiyal, “Covid-19 pandemic: A blessing in disguise for India?”, The Times of India (Blogs), Published 07-May-2020, Available at 

3. Mayank Dhaundiyal, “Imperatives of Industry 4.0”, Deccan Herald, Published 16-Dec-2019, Available at 

4. Mayank Dhaundiyal, "Are you a start-up material?", Education Times, The Times of India, Published 11-June-2018.

5. Mayank Dhaundiyal (co-authored by Ayesha Akhtar and Abhinav Mohindroo) "BetiBachaoBetiPadhao: Some thoughts", The Times of India (Blogs), Published 30-Aug-2017, Available at strategos/beti-bachao-beti-padhao-some-thoughts/

6. Mayank Dhaundiyal, "India's Strategic Challenge #1: Demographic "Dividend"?", The Times of India (Blogs), Published 16-May-2017, Available at

7. Mayank Dhaundiyal, "Patanjali-Riding-the-Swadeshi-Juggernaut", Times of India (Blogs), Published 05-May-2017, Available at

8. Mayank Dhaundiyal, "Design Thinking for a Competitive Advantage", Times of India (Blogs), Published 04-Feb-2017, Available at

9. Mayank Dhaundiyal, "Making the Indian Budget Hotels", EditorialPage, Economic Times, Published 24-Jan-2017.

10. Mayank Dhaundiyal, "Houston, We have a Problem", Bisect (Bennett University Blog), Published 21-Dec-2016, Available at

Business Cases

Dhaundiyal, Mayank, “OYO Rooms: Making the Indian Budget Hotels Accessible”, ET Cases, Available at

Working Papers

1. What is an alliance-mindset and how it affects alliance capability?

2. Alliance mindset and firm and alliance level performance variables.

3. Alliance justice capability and inter-firm trust and commitment. 

4. Alliance management capability and inter-firm commitment.