文章基本信息

标题：Partner selection in market-driven strategic alliances
本地全文：下载
作者：Saul Klein ; Chekitan Dev
期刊名称：South African Journal of Business Management
印刷版ISSN：2078-5585
电子版ISSN：2078-5976
出版年度：1997
卷号：28
期号：3
页码：97-104
DOI：10.4102/sajbm.v28i3.794
出版社：African Online Scientific Information Systems
摘要：How should one select a strategic alliance partner? An answer to this question is provided by extending the literature on symbiotic marketing and focussing attention on market-driven strategic alliances. Such alliances are defined as long-term inter-firm co-operative relationships that add value for the customer. Value is created by providing the advantages of multiple choice purchase options coupled with the convenience of seamless, one-stop-shopping. This means paying attention to customers and competitors in selecting alliance partners. Market-driven strategic alliances are posited to be more successful when usage and firm complementarity levels are correctly matched with the alliance strategy being pursued.