Alliance Formation Motives in SMEs

Abstract

Cooperative agreements are important tools to improve the competitive position of small and medium-sized firms.This explorative conjoint analysis study simultaneously examines the importance of firm, environmental and partner motives on the formation of two types of SME-alliances. In addition, we study the influence of the sector of industry and the CEOs' characteristics. Results indicate that alliance formation is determined by a combination of organizational, partner-and industry-related motives, and that each of these factors should not be studied in isolation. Moreover, motives differ across functional area types of alliances, and both the sector of industry and a CEO's experience affect the probability of alliance creation.

The Role of Strategic Partnerships in the Internationalisation of Small Born Global Firms

“…These findings confirm earlier studies where small born globals form strategic partnerships predominantly in order to distribute their products through an already existing distribution network, which is also perceived as being a quicker, easier and more cost efficient market entry approach (Gannon & Rahman, 2011;Van Gils & Zwart, 2009). Furthermore, as the firms venture abroad soon after their foundation, the strategic partnership is regarded as a highly important factor accelerating their internationalisation.…”

“…According to Van Gils and Zwart (2009) and Gannon and Rahman (2011), small firms pursue international partnerships to benefit from a quicker foreign market entry and to achieve economies of scales. Particularly the advantage of a faster market entry is of importance, as it reduces the risk and distributes it between the partners (Swoboda, Meierer, Foscht & Morschett, 2011).…”

“…However, such partnerships are not free from risk to a born global firm (Van Gils & Zwart, 2009). In frequent cases, where strategic partnerships have incomplete contracts, where property and profit rights might be poorly defined, opportunistic behaviour and knowledge exploitation by the partner could arise (Baum et al, 2000;Lu & Beamish, 2001).…”

La performance des réseaux : les cas de deux réseaux brésiliens

“…En ce qui concerne les petites entreprises, plusieurs recherches se sont interessées aux raisons poussant ces entreprises à établir des réseaux (Street et Cameron, 2007). Il existe plusieurs types de réseaux et différentes motivations à en faire partie (Carrier, Julien, et Menvielle, 2006;Van Gils et Zwart, 2009). Le genre et l'ethnie de l'entrepreneur ou du gestionnaire peuvent avoir une influence sur le nombre et le type de réseaux auxquels l'entreprise voudrait appartenir.…”

“…Ces facteurs ont été notamment mis en valeur dans les travaux de Masurel (1996) et de Weaver, Dickson, et Gibson (1997). Van Gils et Zwart (2009) notent cependant que la formation d'une alliance est le résultat de la combinaison de tous ces facteurs et qu'aucun d'eux ne devrait être étudié de façon isolée.…”