Cross-Sector Partnerships: An Examination of Success Factors

In this paper, we examine the drivers involved in an alternative business model: cross-sector social partnerships (CSSPs) between for-profit, predominantly multinational corporations (MNCs) and nonprofit organizations (NPOs). We explore these cross-sector social partnerships (CSSPs) from the perspective of these primary stakeholders, examining the questions of power differentials and the definitions and determinants of success. In order more deeply to understand these drivers, we review the evolution of the concept of "value" and the perception of the value that each stakeholder brings to the partnership. We then describe and offer the results of an empirical, qualitative study of 18 CSSPs, where we analyze each partner's representations of success, outcomes sought and distinctions in determinants of value within the partnerships.