Abstract
Partner identification is an important and under-studied precursor to selection and eventual performance of international joint ventures (IJVs). The mechanics of the identification process were investigated in-depth across a sample of eighteen Sino-Hong Kong IJVs using the case study research method. The cross-case findings of this exploratory investigation support the idea that social networks provide a valuable resource for reducing IJV partner search costs. Specifically, the findings reveal that while weakly-linked bridge ties are valuable in identifying potential partners, searches based on strong ties tend to be shorter and provide a more robust basis for inter-partner cooperation.
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*Peter Wong is a Senior Manager at ING Life Insurance Company. He received a DBA from the Hong Kong Polytechnic University.
**Paul Ellis is an Associate Professor in the Department of Business Studies, Hong Kong Polytechnic University.
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Leung-kwong Wong, P., Ellis, P. Social Ties and Partner Identification in Sino-Hong Kong International Joint Ventures. J Int Bus Stud 33, 267–289 (2002). https://doi.org/10.1057/palgrave.jibs.8491016
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DOI: https://doi.org/10.1057/palgrave.jibs.8491016