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Developing strategic alliances: A conceptual framework for successful co-operation

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  • Bronder, Christoph
  • Pritzl, Rudolf

Abstract

Due to dramatically increasing global competition and in the light of Europe '92, companies have to concentrate on their particular competitive advantages and on those business activities they know well. The market, however, asks for an ever increasing range of products and services. 'System deals' include -- along with a product -- attractive sideline services, like project management, system implementation or supply of related products. In many cases, entering these markets or achieving technological breakthroughs is only possible with a strong partner. These recent developments forced corporations to consider alternative company structures. The failure of many strategic alliances, however, has clearly shown that understanding the development process of the alliance is critical for success. Christoph Bronder and Rudolf Pritzl present a structured procedure for developing strategic alliances that outlines four critical phases: strategic decision for an alliance, alliance configuration, partner selection, and alliance management.

Suggested Citation

  • Bronder, Christoph & Pritzl, Rudolf, 1992. "Developing strategic alliances: A conceptual framework for successful co-operation," European Management Journal, Elsevier, vol. 10(4), pages 412-421, December.
    • Handle: RePEc:eee:eurman:v:10:y:1992:i:4:p:412-421
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    Cited by:

    1. Müller, Christian & Herstatt, Cornelius, 2003. "Einflußfaktoren auf das Management von Forschungs- und Entwicklungskooperationen: Eine empirische Analyse in der Biotechnologie," Working Papers 19, Hamburg University of Technology (TUHH), Institute for Technology and Innovation Management.
    2. Denise Rossato Quatrin & Breno Augusto Diniz Pereira, 2017. "Who Should They Relate To? A Study For the Identification and Analysis of Criteria to the Partners’ Selection in Inter-Organizational Networks," Brazilian Business Review, Fucape Business School, vol. 14(3), pages 321-335, May.
    3. Joseph Feller & Patrick Finnegan & Brian Fitzgerald & Jeremy Hayes, 2008. "From Peer Production to Productization: A Study of Socially Enabled Business Exchanges in Open Source Service Networks," Information Systems Research, INFORMS, vol. 19(4), pages 475-493, December.
    4. Nellore, Rajesh & Söderquist, Klas, 2000. "Strategic outsourcing through specifications," Omega, Elsevier, vol. 28(5), pages 525-540, October.
    5. Meade, L. M. & Liles, D. H. & Sarkis, J., 1997. "Justifying strategic alliances and partnering: a prerequisite for virtual enterprising," Omega, Elsevier, vol. 25(1), pages 29-42, February.
    6. Rajesh Nellore & Klas Soderquist, 2000. "Strategic Outsourcing through Specifications," Post-Print hal-00455163, HAL.
    7. Müller, Christian & Herstatt, Cornelius, 1999. "Management of R&D cooperation," Working Papers 1, Hamburg University of Technology (TUHH), Institute for Technology and Innovation Management.
    8. T. Vapola, 2011. "The laws of attraction: What attracts innovative start-up firms to partnerships with global MNCs?," Journal of International Entrepreneurship, Springer, vol. 9(1), pages 39-61, March.
    9. John Child & Yanni Yan, 2003. "Predicting the Performance of International Joint Ventures: An Investigation in China," Journal of Management Studies, Wiley Blackwell, vol. 40(2), pages 283-320, March.
    10. Taimin Li & Afzal Izzaz Zahari & Soliha Sanusi, 2023. "The Sustainability of Technological Innovation in China: From the Perspective of Network Relationships," Sustainability, MDPI, vol. 15(5), pages 1-26, February.
    11. Müller, Christian & Herstatt, Cornelius, 2004. "Einflussfaktoren auf die Effizienz von FuE-Kooperationen in der Biotechnologie-Branche: Eine kausalanalytische Untersuchung," Working Papers 20, Hamburg University of Technology (TUHH), Institute for Technology and Innovation Management.
    12. Feng, Bo & Fan, Zhi-Ping & Ma, Jian, 2010. "A method for partner selection of codevelopment alliances using individual and collaborative utilities," International Journal of Production Economics, Elsevier, vol. 124(1), pages 159-170, March.
    13. Meurs, Henk & Sharmeen, Fariya & Marchau, Vincent & van der Heijden, Rob, 2020. "Organizing integrated services in mobility-as-a-service systems: Principles of alliance formation applied to a MaaS-pilot in the Netherlands," Transportation Research Part A: Policy and Practice, Elsevier, vol. 131(C), pages 178-195.
    14. Niels Martin & Lotte Verdonck & An Caris & Benoît Depaire, 2018. "Horizontal collaboration in logistics: decision framework and typology," Operations Management Research, Springer, vol. 11(1), pages 32-50, June.
    15. Anyanitha Distanont & Harri Haapasalo & Tavida Kamolvej & Sasivimol Meeampol, 2012. "Interaction Patterns in Collaborative Product Development (CPD)," International Journal of Synergy and Research, ToKnowPress, vol. 1(2), pages 21-43.
    16. Kambiez Talebi & Jahangir Yadollahi Farsi & Hamideh Miriasl, 2017. "Identifying the Impact of Strategic Alliances on the Performance of SMEs (Case Study: The Industry of Automotive Parts Manufacturers in Iran)," International Business Research, Canadian Center of Science and Education, vol. 10(6), pages 227-235, June.

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