ABSTRACT

This chapter reviews the theoretical arguments underlying cross-border interfirm collaborations and factors that influence their effective management. It then discusses the characteristics of firms in developing countries and the manner in which these characteristics shape their relationships with developed country firms. This is followed by a summary of the results of a series of investigations one conducted about Danish and Ghanaian interfirm collaborations between 2000 and 2008. The collaborations investigated were sponsored by Danida between 1993 and 2006. The chapter discusses the policy, strategy, and research implications of the issues presented. Cross-border interfirm collaboration has been suggested as important policy and strategic tool for improving developing country firms' opportunities for growth. Relationship management capabilities are seen as key prerequisites for collaborative performance. Relational capabilities are usually built over time and can involve cultural training as well as internalization of best practices and organizational routines.