Scandinavian Working Papers in Business Administration
Working Papers,
Copenhagen Business School, Department of International Economics and Management
No 5-2002: HOW DO FIRMS SELECT THEIR PARTNER FOR INTERNATIONAL STRATEGIC ALLIANCES? AN EMPIRICAL INVESTIGATION OF THE DRIVERS OF INTERNATIONAL STRATEGIC ALLIANCE FORMATION
Bo Bernhard Nielsen
Additional contact information
Bo Bernhard Nielsen: Department of International Economics and Management, Copenhagen Business School, Postal: Department of International Economics and Management, Copenhagen Business School, Howitzvej 60, 2nd floor , DK-2200 Copenhagen N, Denmark
Abstract: Using data from a web-survey of Danish partner firms engaged in international strategic alliances, this study explores the factors that drive alliance formation between two specific firms across national borders. The relative importance of a set of partner selection criteria is identified and related to extant theory. By means of exploratory factor analysis, a more parsimonious set of selection criteria is provided and their relationships to a number of characteristics of the sample – prior international alliance experience, administrative governance form, nationality of foreign partner and motives for alliance formation analyzed. The findings indicate that partner choice is a function of strategic motivation and varies significantly with governance mode and partner nationality.
Keywords: International strategic alliance; Partner selection; Strategic motivation
46 pages, July 1, 2003
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