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The Relation of Partner Entrepreneurial Characteristics to Strategic Alliance Success: A Comparative US-China Study

Author

Listed:
  • Robert J. Mockler

    (Peter J. Tobin College of Business, St. John's University, New York)

  • Dorothy G. Dologite

    (Baruch College, City University of New York)

  • Marc E. Gartenfeld

    (Peter J. Tobin College of Business, St. John's University, New York)

Abstract

Strategic alliances are most often entrepreneurial ventures. The task of finding an effective entrepreneurial multinational alliance partner involves identifying (1) entrepreneurial requirements in the situation under study; (2) ways to find, match and select partners that fit these requirements; and (3) ways to build an effective alliance management structure that suits all partners and strategic and operational business requirements. Based on work done in developing alliances and conducting executive workshops in China, and established entrepreneurship theory, this article identifies ways to improve chances of success when entering multinational strategic alliances in China through more effective partner selection, nurturing and management.

Suggested Citation

  • Robert J. Mockler & Dorothy G. Dologite & Marc E. Gartenfeld, 2002. "The Relation of Partner Entrepreneurial Characteristics to Strategic Alliance Success: A Comparative US-China Study," Global Business Review, International Management Institute, vol. 3(1), pages 1-24, February.
    • Handle: RePEc:sae:globus:v:3:y:2002:i:1:p:1-24
    DOI: 10.1177/097215090200300101
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    References listed on IDEAS

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