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The purpose of this study is to examine the effect of the Greek partners' prior international joint venture (IJV) experience on partner compatibility, knowledge transfer (KT) and trust in their IJVs.

The authors conducted a primary research study and collected a total of 50 useable questionnaires from Greek firms with IJV participation.

The findings show a positive effect of the Greek partner's prior experience in IJV establishment and management on partner compatibility and on successful KT to the IJV.

The results are significant for executives of firms who seek to expand to international markets through IJV formation and for practitioners involved in IJVs, regarding prior IJV experience, partner compatibility and KT to their IJVs.

This study uses a sample of Greek firms with IJV participation to examine the effect of their prior IJV experience on IJV partner relations in the region of South East (SE) Europe. Additionally, it enhances the understanding of the effect of prior experience in the IJV establishment and management in emerging markets and sheds light to the antecedents of partner compatibility, which have been neglected by researchers.

The purpose of this paper is to provide guidelines for improving performance dialogue with a specific process and framework, leveraging existing literature.

Building upon Mengis and Eppler’s (2008) framework for conversation management, this study follows an action research approach, involving a process of co-creation, split into several distinct stages including two series of 20 semi-structured interviews with top executives of a major pharmaceutical company. These executives were directly involved in using the performance measurement system (PMS) in order to provide guidelines for improving performance dialogue. The data were analysed using content analysis, and the authors helped to develop a solution.

The analysis reveals a variety of recurrent communicative challenges and practices, which all appear to be characteristic for the performance dialogue process. The proposed framework consists of four separate phases, namely: data collection and identification of the main under and over-performance gaps, root cause analysis and action plans formulation, dialogue and solution implementation and dissemination of best practices.

This research contributes to the literature by introducing work on organisational communication into the field of PMS, by proposing a communication model for performance dialogue implementation. Furthermore, it addresses companies’ issues on how to successfully use their PMS and proposes a framework with specific prerequisites to be put into practice. Finally, this study offers a different explanation in the form of the lack of performance dialogue for the failure of PMS, compared to the current explanations found in the literature.