Partner Selection in Market-Driven Strategic AlliancesArticles and Chapters
AbstractHow should one select a strategic alliance partner? An answer to this question is provided by extending the literature on symbiotic marketing and focussing [sic] 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 complementarily levels are correctly matched with the alliance strategy being pursued.
Brown, J. R., & Dev, C. S. (1997). Partner selection in market-driven strategic alliances. South African Journal of Business Management, 28(3). 97-104.