Market orientation and communication methods in international strategic alliances

Shin, Jong-Kuk; Park, Min-Sook; Ingram, Rhea

doi:10.1016/j.jbusres.2011.02.046

Cited by 10 publications

(8 citation statements)

References 27 publications

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“…The benefit lies in the capacity to favour alliances by giving greater emphasis to the nature of the relationship between exchange partners, in selecting these partners (Pateli and Lioukas, 2011;Ravlin et al, 2014). This situation contributes to an important aspect of the literature on alliance management, in the context of important Asian players in developed and emerging markets (Varma et al, 2015;Kohar et al, 2017;Pajunen and Fang, 2013;Shin et al, 2012).…”

Section: Cluster 3 (N = 34): Cross-cultural Alliancesmentioning

confidence: 99%

The role of communication between partners in the process of strategic alliances: a systematic literature review

Jatobá

Franco

Rodrigues³

2022

JBIM

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Purpose The formation of alliances between organisations is increasingly common, allowing firms to discover and ensure competitive advantages. This research paper aims to make a critical analysis of studies to understand the role of communication between partners in the process of strategic alliances. Design/methodology/approach A systematic literature review was carried out, using the Web of Science database to obtain data, associating the terms “communication” and “strategic alliances”, which resulted in 240 scientific articles (published between 1993 and March 2021). After data treatment using VOSviewer software and reading of the contents, the final sample consisted of 179 articles on the subject in question. Findings The conceptual limits, exploratory descriptive analysis of the data and content analysis of research methods are presented, with five clusters being identified. The results show growing academic interest in studying communication associated with strategic alliances, and authors’ main interest lies in understanding the critical success factors and the relation between communication and knowledge. Practical implications This study corroborates understanding of the future of alliances, assuming that learning is the main objective; trust is the factor determining success or failure; technology is the aggregating tool; culture affects the relation; and communication is not an end but a means to construct consolidated, long-lasting and high-performing strategic alliances. Originality/value This study is innovative in strategic alliances area. The research confirms that the main factor in forming alliances, in both emerging and international markets, is the learning intention. This fact reinforces the relevance of the learning made possible by this transfer of know-how through communication. In addition, this study gives critical understanding of how the process of communication between partners in an alliance must be distinct; i.e. it must be flexible enough to adjust to the stage in the alliance’s life cycle.

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Section: Cluster 3 (N = 34): Cross-cultural Alliancesmentioning

confidence: 99%

The role of communication between partners in the process of strategic alliances: a systematic literature review

Jatobá

Franco

Rodrigues³

2022

JBIM

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“…Continuation of that pattern occurred during the last decade, considering that of the studies reviewed, only 27 (32%) focused on the post-formation stage. The issues most commonly focused on were knowledge transfer and learning in 18 (21%) studies, trust and control in 13 (15%) (Silva et al, 2012), commitment in 12 (14%) (Fink & Harms, 2012), and alliance experience as well as communication (Shin, 2012), both in 11 studies (see Table 4).…”

Section: Post-formation Stage Of the Isamentioning

confidence: 99%

“…They stated that "mutual trust and information sharing affect alliance performance through the variable of Accepted Manuscript 14 reciprocal commitment" (Chen et al, 2009b, p. 231), following Silva et al (2012). Based on the same line of thought, Shin et al (2012) studied market orientation and communication methods in countries with different cultural values, namely the US and South Korea. Lin and Guan (2015) also studied communication in topical settings.…”

Section: Post-formation Stage Of the Isamentioning

confidence: 99%

“…Fink and Harms (2012, p. 161) highlight behavioural alignment in ISAs: "Alliances are voluntary and organised relationships between autonomous firms, which mutually align their behaviour to each other to jointly pursue a strategic goal". Shin et al (2012Shin et al ( , p.1606 adopted Thomas and Trevino's (1993) definition of a strategic alliance as a collaboration between two or more companies wanting to establish and maintain a cooperative relationship due to complementary capabilities based on core competencies and various activities. Amici et al (2013Amici et al ( , p. 1387 defined "strategic alliances as voluntary arrangements between firms involving exchange, sharing, or co-development of products, technologies, or services" adding the co-creation aspect.…”

Section: Definitions and Framingsmentioning

confidence: 99%

“…Searching for articles Excluded N=38 Silva et al, 2012;Li et al, 2012a;Nielsen & Gudergan, 2012;Malik & Zhao, 2013;Liu & Zhang, 2014;Ortiz-de-Urbina-Criado et al, 2014;Ho & Wang, 2015;Choi &Contractor, 2016;Malik & Yazar, 2016;Lojacono et al, 2017 Journal of International Business Studies 6 Miller et al, 2008;Jandik & Kali, 2009;Yeniyurt et al, 2009;Reuer & Ragozzino, 2014;Choi & Yeniyurt, 2015;Lew et al, 2016 Journal of Business Research 5 Chen et al, 2009a;Marciukaityte et al, 2009;Shin, 2012;Li et al, 2013;Dasí-Rodríguez & Pardo-del-Val, 2015 Journal of International Management 4 Nakos & Brouthers, 2008;Lai et al, 2010;Li et al, 2012b;Li et al, 2017 British Journal of Management 3 Kim & Parkhe, 2009;Arranz et al 2016;Christoffersen & Robson, 2017 Organization Science 3 Robson et al, 2008;Lavie & Miller, 2008 "as a mutual and voluntary decision adopted by two or more independent firms in order to trade or share resources for mutual benefit" 2 Thomas and Trevino (1993); Shin et al (2012Shin et al ( , p.1606 "…collaboration between two or more companies wanting to establish and maintain a cooperative relationship due to complementary capabilities based on core competencies and various activities…" 1 Parkhe (1993,p. 794); Christoffersen (2013a, p.519) "…alliances as voluntary inter-firm cooperati...…”

Section: Accepted Manuscriptmentioning

confidence: 99%

See 2 more Smart Citations

A state-of-the-art review on international strategic alliances: do we really know what we are researching

Silva¹,

Elo²,

Larimo³

et al. 2021

EJIM

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This review explores recent literature on international strategic alliances (ISAs). Management of alliances requires a better understanding of different dimensions and components of ISAs and of their role. This review provides a state-of-the-art understanding of the concept using content analysis of 85 ISA articles. There is limited research on the concept of ISA and the components that affect the alliances' formation, post-formation and outcome. We found notable inconsistencies in the ISA literature on the concept. This highlights the need for further structuration of the concept and the need to provide characterisation that is more coherent. This review presents implications for the definition and future research avenues for the concept, especially regarding the theory, context and the scope of ISA research. Finally, this study provides a state-of-the-art discussion that proposes critical viewpoints for future development of the concept of ISAs, their influential components and their application in research and international management.

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CEO’s Entrepreneurial Profile and Survival of Internationalised Wine Sector SMEs in Portuguese Region of Ribatejo

Martins

Leitão

2020

Intrapreneurship and Sustainable Human Capital

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Market orientation and communication methods in international strategic alliances

Cited by 10 publications

References 27 publications

The role of communication between partners in the process of strategic alliances: a systematic literature review

The role of communication between partners in the process of strategic alliances: a systematic literature review

A state-of-the-art review on international strategic alliances: do we really know what we are researching

CEO’s Entrepreneurial Profile and Survival of Internationalised Wine Sector SMEs in Portuguese Region of Ribatejo

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