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1 – 10 of over 2000
Article
Publication date: 1 June 2000

Ekrem Tatoglu

This paper considers two important aspects of joint venture (JV) activity between Western firms and local partner firms in Turkey. First, the strategic motivation for JV formation…

2741

Abstract

This paper considers two important aspects of joint venture (JV) activity between Western firms and local partner firms in Turkey. First, the strategic motivation for JV formation is investigated for a sample of Western partner firms. The relative importance of a set of strategic motives is identified and discussed with respect to the nationality of foreign partner. Second, the paper considers partner selection criteria for the sample using a typology that distinguishes between partner‐related and task‐related selection criteria and also examines the relationship between the relative importance of selection criteria and the nationality of foreign partner.

Details

European Business Review, vol. 12 no. 3
Type: Research Article
ISSN: 0955-534X

Keywords

Article
Publication date: 17 November 2023

Lei Shen and Yue Liu

Within the context of an open innovation business environment, the frequent interaction and coordination activities among heterogeneous partners have a significant impact on…

Abstract

Purpose

Within the context of an open innovation business environment, the frequent interaction and coordination activities among heterogeneous partners have a significant impact on enterprises' business model. Nevertheless, fewer empirical research has been made to explore how to match external partners and update organizational dynamic capabilities at an ecosystem level. Therefore, this paper attempts not only to investigate the direct impact of partner match on different business model innovation (BMI) themes (efficiency-centered BMI and novelty-centered BMI) but only to shed light on the pivotal mediating role of interfirm dynamic capabilities.

Design/methodology/approach

This paper utilized the methodology of Partial Least Squares Structural Equation Modeling (PLS-SEM) to investigate the impact of diverse partner selection criteria and interfirm dynamic capabilities on two distinctive themes of BMI. More than 20 industry clusters with multiple industries were selected as representatives of the creative ecosystem, predominantly from the Yangtze River Delta region. Valid data were collected from 254 managers by both online questionnaires and offline interviews.

Findings

The findings of the study show that different partner match criteria have distinct direct impacts on BMI themes. Partner complementary and partner synergy, deriving from the “task-related criteria”, are significantly correlated with both EBMI and NBMI. Conversely, partner compatibility, deriving from “Partnering-related Criteria”, shows a positive correlation with EBMI but not NBMI. Furthermore, compare the indirect effect on EBMI, the paper’ results demonstrate interfirm dynamic capabilities as mediator can more maximize external benefits to promote NBMI.

Practical implications

The study findings effectively help enterprises implement different BMI themes. From a management perspective, whether pursuing EBMI or NBMI, enterprises should consciously seek partners who can provide complementary support or share mutual goals across diverse industries. This strategic approach can significantly enhance the opportunities for sustainable and innovative business development. Furthermore, to successfully accomplish NBMI, enterprises must cultivate interfirm dynamic capabilities encompassing a comprehensive range of cross-organizational innovation capacities, such as bolstering organizational learning capability, establishing interactive network platforms to enhance coordination capabilities and engaging in integrative activities to foster a collective mindset.

Originality/value

This paper contributes to the match theory by introducing three critical matching criteria, enabling enterprises to discern partners based on diverse organizational characteristics. Additionally, this paper broadens the scope of the dynamic capability literature by adopting a network perspective to strengthen interaction and relationship mechanisms. The authors primarily elucidate the concept of interfirm dynamic capabilities as a formative higher-order model formed by three sub-capabilities (absorptive capacity, coordination capability and collective mind). Finally, this paper combines matching theory with dynamic capacity theory to the field of BMI, which adds depth and complexity to the existing ecosystem innovation research.

Details

Kybernetes, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0368-492X

Keywords

Article
Publication date: 29 June 2010

Marina Z. Solesvik and Paul Westhead

The purpose of this exploratory study is to examine the partner selection criteria reported by maritime firms in Norway. The study aims to analyze how a maritime firm's…

4528

Abstract

Purpose

The purpose of this exploratory study is to examine the partner selection criteria reported by maritime firms in Norway. The study aims to analyze how a maritime firm's competitive advantage can be enhanced by the selection of the right partner with reference to a strategic alliance.

Design/methodology/approach

A multiple‐case study methodology was used. Archival, survey and interview data were explored relating to the partner selection process reported by Norwegian maritime firms. Primary data were gathered from semi‐structured personal interviews with managers of Norwegian maritime firms.

Findings

Case study evidence suggests that the strategic alliances were successful when partners had been carefully selected. As detected elsewhere, successful alliances were associated with partners that had managed to build trustful and honest relationships, had common strategic goals, and partners that supplied resources and competencies. Notably, it was detected that cyclicality in the maritime industry shaped the partner selection process. Trust between partners was used as mechanism to reduce uncertainty relating to the strategic alliance process. Firms seeking long‐term alliances selected partners with substantial capital and financial stability to survive a market's downturn, as well as the resources required for expansion during a recession.

Practical implications

Presented findings have implications for practitioners, especially for managers of shipping firms, banks, shipyards, producers of ship equipment, ship design firms, and ship brokers. Practitioners need to be aware that the rationale for inter‐firm collaboration change over time, and motives are linked to the phase of the maritime cycle. Inter‐firm collaboration provides competitive advantage benefits to firms and collaboration can protect as well as create jobs and can create wealth in maritime communities.

Originality/value

A novel conceptual contribution is the exploration of links between maritime industrial cyclicality and the partner selection process relating to strategic alliances. The study also adds to debates relating to the profiles of internationalizing smaller firms.

Details

Industrial Management & Data Systems, vol. 110 no. 6
Type: Research Article
ISSN: 0263-5577

Keywords

Article
Publication date: 1 May 2006

T.K. Das and Irene Y. He

To review the alliance partner selection criteria research in order to shed light on how entrepreneurial firms should choose established firms as alliance partners.

4178

Abstract

Purpose

To review the alliance partner selection criteria research in order to shed light on how entrepreneurial firms should choose established firms as alliance partners.

Design/methodology/approach

Critical differences between entrepreneurial and established firms are presented to emphasize the special risks in alliances between these two types of firms. Extant literature on partner selection criteria is reviewed to show that adequate research adopting the perspective of entrepreneurial firms is lacking. A list of recommendations is developed for entrepreneurial firms in their choice of established firms as alliance partners. Illustrative cases are presented of both successful and unsuccessful cases of strategic alliances between entrepreneurial and established firms.

Findings

Provides evidence that entrepreneurial firms have not been adequately recognized in the research on partner selection criteria in strategic alliances. Based on a comprehensive review of the literature, the paper identifies 15 intrinsic and alliancing difference factors between entrepreneurial and established firms.

Practical implications

Five key guidelines are developed to assist entrepreneurial firms in selecting established firms as alliance partners.

Originality/value

This paper fills a gap in the two literatures on entrepreneurship and strategic alliances regarding research‐based guidance available for entrepreneurial firms in the selection of established firms as partners in strategic alliances.

Details

International Journal of Entrepreneurial Behavior & Research, vol. 12 no. 3
Type: Research Article
ISSN: 1355-2554

Keywords

Article
Publication date: 1 December 1999

Ali K. Al‐Khalifa and S. Eggert Peterson

Argues that the motivation involved in partner selection must be distinguished from the motivation to enter into a joint venture; the latter may be considered the “ends” dimension…

6534

Abstract

Argues that the motivation involved in partner selection must be distinguished from the motivation to enter into a joint venture; the latter may be considered the “ends” dimension of motivation while the former is concerned with “means”. Thus it is important to distinguish between “task related” factors and “partner related” factors in analyzing the partner selection process. Based on a survey of 42 international joint ventures in Bahrain, respondents rank partner related factors as significantly more important than task factors in selecting a partner. The existence of partner related factors as a separate construct is also confirmed by factor analysis. Further, shows that respondents’ factor scores on four factors are significantly related to the corporate history and characteristics of the corporate partner, and to the personal characteristics of the Chief Executive Officer.

Details

European Journal of Marketing, vol. 33 no. 11/12
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 25 May 2010

Marina Z. Solesvik and Sylvia Encheva

The purpose of this paper is to apply a mathematical method of formal concept analysis (FCA) to facilitate evaluation of potential partners, and to select the most appropriate…

1515

Abstract

Purpose

The purpose of this paper is to apply a mathematical method of formal concept analysis (FCA) to facilitate evaluation of potential partners, and to select the most appropriate partner for horizontal strategic alliances. Horizontal collaboration between ship design firms is important in relation to business cyclicality in the industry. The workload in ship design firms drops during the troughs of the shipbuilding cycle and increases dramatically during the peaks of the cycle.

Design/methodology/approach

The proposed method of partnership selection applies FCA, which is based on mathematical lattice theory. FCA allows firms to evaluate and select the best suitable partners for horizontal interfirm cooperation from several possible candidate firms. Utilization of FCA allows a firm to visually analyze a potential partner for a horizontal strategic alliance.

Findings

The contribution of this study to the literature is twofold. First, it contributes to the literature on the application of FCA in management field. Second, this study contributes to the partner selection literature. The contribution of the study is an alternative quantitative method for partner selection based on FCA. FCA compliments qualitative approaches in the process of alternatives evaluation and decision‐making regarding partner selection for horizontal collaboration.

Practical implications

Practitioners from ship design firms can use the FCA tool to facilitate decision‐making relating to the screening of potential partners for horizontal cooperation with regard to pre‐specified selected criteria.

Originality/value

FCA has been marginally applied to aid managerial decision making. The FCA tool is valuable for practitioners from ship design firms to manage the selection of partners for horizontal collaboration. The FCA tool is associated with numerous advantages, notably, relative simplicity and versatility of visual analysis when compared with other mathematical approaches such as the analytic hierarchy process, the analytic network process, optimization modeling, and fuzzy set logic.

Details

Industrial Management & Data Systems, vol. 110 no. 5
Type: Research Article
ISSN: 0263-5577

Keywords

Article
Publication date: 2 August 2011

Maureen Brookes and Levent Altinay

This paper aims to identify the partner selection criteria employed both by franchisors and franchisees in master franchise agreements and evaluate how different selection criteria

5726

Abstract

Purpose

This paper aims to identify the partner selection criteria employed both by franchisors and franchisees in master franchise agreements and evaluate how different selection criteria interact within the selection process and influence the decisions taken.

Design/methodology/approach

A single embedded case study of an international hotel firm was the focus of the enquiry. Interviews and document analysis were used as the data collection techniques.

Findings

The findings reveal that the establishment of franchise partnership involves a mutual and careful evaluation between franchisors and franchisees to assess whether their partnership criteria are compatible. The partner selection approach determines the extent of importance attached to different task‐ and partner‐related selection criteria. In addition, the study identifies the role that different selection criteria play at different stages of the process.

Research limitations/implications

The findings are based on a single case study in the international hotel industry and therefore may not be generalisable to other firms or industry sectors. Moreover, the study comprised master franchise agreements, and this contextual variable may impact on the findings determined.

Practical implications

This paper illuminates the challenges both international franchisors and franchisees face in selecting their partners and proposes that both franchisors and franchisees should employ clearly defined selection criteria, utilise a defined selection process and choose their selection approach carefully in recruiting partners.

Originality/value

This paper cross‐fertilises the strategic alliance and franchise literature to evaluate the interplay of partner selection criteria, process, selection approach and international franchise recruitment. The findings contribute to the understanding of a largely neglected area, franchise partner selection and recruitment, by taking a holistic approach and incorporating the views of both franchisors and franchisees.

Details

Journal of Services Marketing, vol. 25 no. 5
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 9 May 2016

Ruth M.W. Yeung, Maureen Brookes and Levent Altinay

The purpose of this study is to explore the hospitality franchise purchase decision-making process undertaken by franchisees in Macau as an emerging tourism destination and the…

3572

Abstract

Purpose

The purpose of this study is to explore the hospitality franchise purchase decision-making process undertaken by franchisees in Macau as an emerging tourism destination and the role of national culture on purchasing a franchise brand and selecting a potential franchisor.

Design/methodology/approach

Semi-structured in-depth interviews with 18 franchisees in Macau, who purchased international and domestic hospitality franchise brands, were conducted to understand the feelings, attitudes and motivation of franchisees toward purchasing a hospitality franchise.

Findings

The study reveals that national culture can play an important role in franchisees’ decision-making process. Personal networks of friends and family (guanxi) are very influential in introducing and steering aspiring entrepreneurs toward franchising as an option to realize their ambitions, although there may be some limitations to franchisees with this approach. Guanxi was also found to be particularly relevant during negotiations and franchisees’ post-purchase reviews.

Practical implications

International franchisors should understand the importance of guanxi at different stages of the franchisees’ decision-making process. Franchisees should realize how a reliance on guanxi might negatively affect their efforts to undertake sufficient research to thoroughly evaluate the franchisor offer before contract signature.

Originality/value

A comprehensive hospitality franchisee decision-making purchase framework is developed, which includes the cultural context and cultural values. Guanxi, in particular, affects the franchisee decision-making process.

Details

International Journal of Contemporary Hospitality Management, vol. 28 no. 5
Type: Research Article
ISSN: 0959-6119

Keywords

Article
Publication date: 1 May 1993

Muzaffer Bodur and Tage Koed Madsen

Looks at how cultural barriers presented many problems in theinitial forming of many organizations′ partnerships between Denmark andTurkey. Danish investments in the Turkish…

Abstract

Looks at how cultural barriers presented many problems in the initial forming of many organizations′ partnerships between Denmark and Turkey. Danish investments in the Turkish marketplace also suffered many casualties due to the same culture gap and Turkish family influences. Looks at the high inflation rates and political instability as contributors to unstable partnerships. There appears to be a real need for professional managers to build up strong relationships if business collaboration is to achieve mutual success.

Details

European Business Review, vol. 93 no. 5
Type: Research Article
ISSN: 0955-534X

Keywords

Article
Publication date: 13 July 2015

João Alves and Raquel Meneses

This paper aims to contribute towards a better understanding of the partner selection process, which anticipates a successful co-opetition partnership. Co-opetition partnerships…

Abstract

Purpose

This paper aims to contribute towards a better understanding of the partner selection process, which anticipates a successful co-opetition partnership. Co-opetition partnerships refer to developing cooperation efforts between competitors. The scarcity of studies conducted in this field to date provides limited contribution for the understanding of the partner selection process in this, particularly, paradoxical concept.

Design/methodology/approach

This study follows a methodology based on systematic combining for the qualitative analysis of four cases of domestic co-opetition in Portugal. A sample range of eight companies was selected for a series of semi-structured interviews. Testimonials were transcribed and data coded for content analysis.

Findings

Results indicate that prior personal relationships between decision-makers are facilitators for the implementation of cooperation partnerships with competitors. Based on these findings, this paper proposes a three-step model to explain the process of partner selection for co-opetition partnerships. According to this model, after opting to commence a new coopetitive business alliance, the manager undergoes a first unconscious selection based on his/her own prior personal relationships, followed by a conscious and judicious selection based on specific criteria related to partner’s operational skills, resources, effectiveness and trust.

Research limitations/implications

Given that the sample is entirely formed by companies from one single country, further research would benefit from the inclusion of other countries expressing different business contexts and cultural environments.

Originality/value

The value of paper derives from the comprehensive realization of partner selection for domestic co-opetition as fundamentally a network-related process.

Details

Journal of Research in Marketing and Entrepreneurship, vol. 17 no. 1
Type: Research Article
ISSN: 1471-5201

Keywords

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