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How to Manage Alliances Better Than One at a Time

Author

Listed:
  • Pierre Dussauge

    (GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique)

  • Ulrich Wassmer

    (Department of Management - John Molson School of Business)

  • Marcel Planellas

    (Department of Business Policy - ESADE - École supérieure d'administration et de direction d'entreprises = Escola Superior d'Administració i Direcció d'Empreses [Ramon Llull University])

Abstract

This article presents information about the importance to companies of thoroughly analyzing and managing alliances with other businesses in order to maintain good relationships. The article cites the case of French food company Groupe Danone and its relationship with Hangzhou Wahaha Group Co. Ltd., the leading Chinese bottled water and nonalcoholic beverage company. This profitable relationship ended because Hangzhou accused Danone of having alliances with rival companies. Managers should develop business frameworks that provide proper analysis of such alliances.

Suggested Citation

  • Pierre Dussauge & Ulrich Wassmer & Marcel Planellas, 2010. "How to Manage Alliances Better Than One at a Time," Post-Print hal-00537079, HAL.
    • Handle: RePEc:hal:journl:hal-00537079
    as

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    Citations

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    Cited by:

    1. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.
    2. Golonka, Monika, 2015. "Proactive cooperation with strangers: Enhancing complexity of the ICT firms' alliance portfolio and their innovativeness," European Management Journal, Elsevier, vol. 33(3), pages 168-178.
    3. Pankaj Kumar & Xiaojin Liu & Akbar Zaheer, 2022. "How much does the firm's alliance network matter?," Strategic Management Journal, Wiley Blackwell, vol. 43(8), pages 1433-1468, August.
    4. Pangarkar, Nitin & Yuan, Lin & Hussain, Sairah, 2017. "Too much of a good thing? Alliance portfolio size and alliance expansion," European Management Journal, Elsevier, vol. 35(4), pages 477-485.
    5. Wassmer, Ulrich & Pain, Guillaume & Paquin, Raymond L., 2017. "Taking environmental partnerships seriously," Business Horizons, Elsevier, vol. 60(1), pages 135-142.
    6. Juanjuan Qin & Kun Wang & Ziping Wang & Liangjie Xia, 2020. "Revenue sharing contracts for horizontal capacity sharing under competition," Annals of Operations Research, Springer, vol. 291(1), pages 731-760, August.
    7. Liang Guo & Xiaole Wu, 2018. "Capacity Sharing Between Competitors," Management Science, INFORMS, vol. 64(8), pages 3554-3573, August.

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