Journal Article10.1002/SMJ.656
Factors influencing partner selection in strategic alliances: the moderating role of alliance context
Reshma Shah,Vanitha Swaminathan +1 more
397
TL;DR: In this paper, the authors propose a contingency approach grounded in management control theory that suggests the criteria managers use in choosing alliance partners will vary by alliance project type and introduce a framework that addresses when and why managers select partners with certain, specific characteristics.
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Abstract: The growth of alliances has generated considerable interest in this topic among both academics and practitioners. While multiple factors may affect alliance success, partner selection emerges as one of the most influential. Previous studies on alliances present general models that assume the factors (e.g., trust, commitment, complementarity, financial payoff) that drive partner attractiveness and, in turn, the likelihood of selection, are consistent across varying alliance projects and situations. In contrast, the present study proposes a contingency approach grounded in management control theory that suggests the criteria managers use in choosing alliance partners will vary by alliance project type. Specifically, it introduces a framework that addresses when and why managers select partners with certain, specific characteristics. The results of the present study strongly support hypotheses that the critical criteria for assessing alliance partner attractiveness and selection vary depending on the differential levels of process manageability and outcome interpretability inherent in a strategic alliance. Implications for theory and practice are discussed. Copyright © 2008 John Wiley & Sons, Ltd.
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Citations
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At What Level (and in Whom) We Trust Trust Across Multiple Organizational Levels
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Alliance advantage : the art of creating value through partnering
Yves L. Doz,Gary Hamel +1 more
- 01 Jan 1998
TL;DR: Doz and Hamel as discussed by the authors focus on the internal processes within the partnership and the unfolding interactions among partners that play an important and relatively unexplored role in shaping outcomes, and challenge organizations to define their objectives for alliance formulation and consider whether their own corporate culture provides an "alliance ready" atmosphere.
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Managing Strategic Alliances: What Do We Know Now, and Where Do We Go From Here?
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