Negotiating alliances in emerging markets—Do partners' contributions matter?

Mattos, Claudio De; Sanderson, Stuart; Ghauri, Pervez N.

doi:10.1002/tie.10050

Cited by 17 publications

(10 citation statements)

References 19 publications

(43 reference statements)

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“…Contracts can also be beneficial in situations where one 0019-8501/$ -see front matter D 2004 Elsevier Inc. All rights reserved. doi:10.1016/j.indmarman.2003.10.015 party experiences a high degree of uncertainty about the other party's ability to perform according to the agreement (Chetty & Wilson, 2003;Chien & Moutinko, 2000;De Mattos, Sandrser, & Ghauri, 2002;Håkansson & Wootz, 1975;Hallén, Johanson, & Mohamed, 1991).…”

Section: Introductionmentioning

confidence: 99%

Use of the written contract in long-lasting business relationships

Roxenhall

Ghauri

2004

Industrial Marketing Management

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While contracts are signed in most business dealings, they are seldom used. These contracts are drawn up for different purposes: as a communication tool, to reduce uncertainty, or simply because it is customary. This study investigates how contracts are used in long-lasting business relationships and what factors influence the use of contracts. A number of studies claim that the negotiation process and the relationships developed during that process influence the subsequent use of contracts. In many cases, parties conduct business without contracts as they develop trust-based relationships. A conceptual framework is developed, which is then used to analyze three in-depth case studies. Findings show that the contract itself, rather than the negotiation process, has the greatest influence on how the contract is used.

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Section: Introductionmentioning

confidence: 99%

Use of the written contract in long-lasting business relationships

Roxenhall

Ghauri

2004

Industrial Marketing Management

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“…Most research on developing countries adopts the perspective of the multinational corporation and excludes the view of the partner from the developing country (De Mattos, Sanderson, & Ghauri, 2002;Ernst, 2000). In recent years, the vertical link between MNC buyers and their offshore suppliers in less-developed countries/newly industrialized countries (LDCs/NICs) has been particularly strong, but there has been little systematic research into this emerging relationship (Chen & Chen, 2003;Liu, Ghauri, & Sinkovics, 2010).…”

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confidence: 99%

An investigation of relationship learning in cross-border buyer–supplier relationships: The role of trust

Liu

2012

International Business Review

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“…This procedure draws on Stopford and Wells’ () work. In our study, we use four possible perspectives regarding the partners’ respective contributions to the alliance (De Mattos et al., ), as illustrated in Figure and explained later.…”

Section: Methodsmentioning

confidence: 99%

The impact of R&D‐specific factors on the attractiveness of small‐ and medium‐sized enterprises as partners vis‐à‐vis alliance formation in large emerging economies

2012

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This study examines the impact of research and development (R&D)‐specific factors in determining the likelihood of small‐ and medium‐sized enterprises (SMEs) from developed countries to be attractive partners vis‐à‐vis forming alliances with SMEs from large emerging economies (LEEs). This study is founded on the knowledge‐accessing theory of alliance formation, which emphasises the higher efficiency gains of knowledge application as opposed to knowledge generation. We extend this theory to SMEs on the basis that smaller firms, because of their resources constraints and drive to survive, are likely to use alliances to access external knowledge bases leading to new product development (NPD) opportunities because of the low feasibility of acquiring knowledge. As a mix of complex knowledge is necessary to develop most modern products and services, SMEs are also likely to adopt a more flexible operational approach and to accept compromises to forge knowledge‐accessing alliances. We illustrate this theoretical development using primary data collected from British and German biotechnology SMEs, declaring the intention prospectively to form alliances with their counterparts in Brazil. Binary logistic regression was used to identify the factors influencing the likelihood of a firm as an attractive alliance partner. Our results indicate that R&D‐specific factors influence the likelihood of firms to be attractive alliance partners. In particular, firms showing an in‐house innovation history focused on one or few products are more likely to be attractive alliance partners with LEE firms than those that do not. Another R&D‐specific predictor that enhances the chances of alliance partner attractiveness with LEE firms is the firm's focused searching and identifying capability relative to technology or equipment that demonstrates good prospects to improve the firm's line of products. A third predictor refers to the firm's awareness regarding non‐cost obstacles for its own technological development. Implications for policy makers and practitioners are also discussed.

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Negotiating alliances in emerging markets—Do partners' contributions matter?

Cited by 17 publications

References 19 publications

Use of the written contract in long-lasting business relationships

Use of the written contract in long-lasting business relationships

An investigation of relationship learning in cross-border buyer–supplier relationships: The role of trust

The impact of R&D‐specific factors on the attractiveness of small‐ and medium‐sized enterprises as partners vis‐à‐vis alliance formation in large emerging economies

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