chapter  3
12 Pages

Alliance partner selection

WithBrian Tjemkes, Pepijn Vos, Koen Burgers

The alliance partner selection stage involves the choice of a partner or group of partners with which a firm seeks to realize its objectives. In alliance literature, partner fit relies on two related concepts, each with a specific logic. The first type pertains to resource complementarity between partners as a means to enhance the alliance's collaborative effectiveness. A second type of partner fit refers to the extent to which inter-firm characteristics are compatible, which we refer to as partner fit compatibility. The chapter considers five types of fit: strategic, organizational, operational, cultural and human. Drawing on strategic management theory, alliance research has emphasized the concept of strategic fit among partners. The degree to which partners' organizations are compatible reflects their organizational characteristics, such as management styles, operating procedures, information systems, decision-making level, management style, and reliance on formal planning and control systems.