INB 301 - Chapter 15 - Entry Strategy and Strategic Alliances
INB 301 - Chapter 15 - Entry Strategy and Strategic Alliances
INB 301 - Chapter 15 - Entry Strategy and Strategic Alliances
10E
1. Partner selection
• A good partner
• helps the firm achieve its strategic goals and has the capabilities the firm lacks and that it
values
• shares the firm’s vision for the purpose of the alliance
• will not exploit the alliance for its own ends
WHAT MAKES
STRATEGIC ALLIANCES SUCCESSFUL?
2. Alliance structure
• The alliance should
• make it difficult to transfer technology not meant to be transferred
• have contractual safeguards to guard against the risk of opportunism
by a partner
• allow for skills and technology swaps with equitable gains
• minimize the risk of opportunism by an alliance partner
WHAT MAKES
STRATEGIC ALLIANCES SUCCESSFUL?
3. The manner in which the alliance is managed
• Requires
• interpersonal relationships between managers
• cultural sensitivity is important
• learning from alliance partners
• knowledge must then be diffused through the
organization