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Partner Selecting, Partnership and Alliance Performance in Alliance Development Process

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Proceedings of the Seventh International Conference on Management Science and Engineering Management

Part of the book series: Lecture Notes in Electrical Engineering ((LNEE,volume 241))

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Abstract

There are many successful researches about alliance performance; however most of them are silent about alliance development processes. In this article we aim to examine the relationship between partner selecting, partnership and alliance performance in the alliance development process. We present a theoretical model for forecasting alliance performance through the determinations of selecting partner and partnership, using the alliance conditions as intermediate variable. We submit that alliance performance is strongly influenced by factors of partner selecting and partnership. The determinations of partner selecting involve strategy fit, capability fit and resource fit; and the factors of partnership are commitment, trust, communication, and resolutions of inter partner conflicts. We discuss the various linkages between the factors and alliance performance, and develop a number of propositions; we also use a case study to test them. Our research facilitates empirical testing of our framework, and indicates implications for future research and managerial practice.

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Author information

Authors and Affiliations

  1. Department of Management and Economics, Tianjin University, Tianjin, 30072, People’s Republic of China

    Yan Guo & Yuerong Liu

  2. School of Economics and Management, Taiyuan University of Technology, Taiyuan, 030024, People’s Republic of China

    Bin Guo

Authors
  1. Yan Guo
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  2. Yuerong Liu
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  3. Bin Guo
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Corresponding author

Correspondence to Yan Guo .

Editor information

Editors and Affiliations

  1. Business School, Sichuan University, Chengdu, China, People's Republic

    Jiuping Xu

  2. Drexel University, Philadelphia, USA

    John A. Fry

  3. LeBow College of Business Department of Decision Sciences, Drexel University, Philadelphia, Pennsylvania, USA

    Benjamin Lev

  4. Azerbaijan National Academy of Sciences, Institute of Cybernetics, Baku, Azerbaijan

    Asaf Hajiyev

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Guo, Y., Liu, Y., Guo, B. (2014). Partner Selecting, Partnership and Alliance Performance in Alliance Development Process. In: Xu, J., Fry, J., Lev, B., Hajiyev, A. (eds) Proceedings of the Seventh International Conference on Management Science and Engineering Management. Lecture Notes in Electrical Engineering, vol 241. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-40078-0_43

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