Motives and partner selection criteria in international strategic alliances: Perspectives of Chinese firms

Li Dong, Keith W. Glaister

Research output: Journal PublicationArticlepeer-review

82 Citations (Scopus)

Abstract

We examine the strategic motivation for international strategic alliance (ISA) formation and partner selection criteria in a sample of 203 Chinese ISAs using questionnaire data obtained from Chinese partners. The highest ranked strategic motives of the Chinese firms are maintaining market position, international expansion, and technology exchange. In contrast, the major strategic motives for alliance formation of the foreign firms are characterised by market penetration and learning how to operate successfully in China. As anticipated the relative importance of strategic motives for ISA formation is found to vary between Chinese firms and foreign firms. We also examine aspects of partner selection criteria for ISA formation from the perspective of Chinese partners. Findings show that the task-related selection criteria are determined more by the strategic motives for ISA formation than are the partner-related selection criteria. This confirms that task-related selection criteria tend to be specific to the alliance whereas partner-related selection criteria are more general in nature.

Original languageEnglish
Pages (from-to)577-600
Number of pages24
JournalInternational Business Review
Volume15
Issue number6
DOIs
Publication statusPublished - Dec 2006
Externally publishedYes

Keywords

  • China
  • International strategic alliances
  • Motives
  • Partner selection

ASJC Scopus subject areas

  • Business and International Management
  • Finance
  • Marketing

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