Mt. Dacin et al., SELECTING PARTNERS FOR SUCCESSFUL INTERNATIONAL ALLIANCES - EXAMINATION OF US AND KOREAN FIRMS, Journal of world business, 32(1), 1997, pp. 3-16
Managers have found strategic alliances to be useful in entering inter
national markets. Nonetheless, recent history suggests that internatio
nal strategic alliances have a high likelihood of failure. To decrease
this probability managers must prepare their firm to collaborate. Thi
s requires understanding their partners' objectives as well as the cri
teria used by their partners in selecting collaborators. We examine pa
rtner selection criteria employed by managers from U.S. and Korean fir
ms. We find significant differences and similarities in the characteri
stics sought for alliance partners between U.S. and Korean managers. U
nderstanding these criteria prior to alliance formation can increase t
he likelihood of alliance success.