Partner Selecting, Partnership and Alliance Performance in Alliance Development Process

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


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.


Partner selecting Partnership Alliance performance Alliance development process 


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© Springer-Verlag Berlin Heidelberg 2014

Authors and Affiliations

  1. 1.Department of Management and EconomicsTianjin UniversityTianjinPeople’s Republic of China
  2. 2.School of Economics and ManagementTaiyuan University of TechnologyTaiyuanPeople’s Republic of China

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