ABSTRACT
Although some researchers agree that the failures of strategic alliance are searchable from selected partners (Hagen 2002; Holtbrugge, 2004; Jamali, 2004), and such failures can be minimized by identifying the selection criteria for partners that are the most appropriate (Mendleson and Polonsky, 1995), the selection of partners with different criteria used until now could not answer the reality of instability and even the failures of an alliance or collaboration. Previous studies discussing alliance partner selection focus more on the task of identifying critical factors, namely the criteria which better reflect the resources and capabilities of partners, and partners’ critical factor gives more emphasis on the criteria that determine the continuity of the relationship between partners during alliance (Geringer, 1988, 1991). In addition to the fact that the criteria used in the selection of partners are so varied as they depend on the context of a specific strategy, and the fact that Hitt et al. (2000) and Robson (2002a) also incorporate their differences and changes in external environmental factors, this study incorporates institutional context as a critical factor that will improve the electoral process in the context of the logistics industry partners (Williams, Taylor, Cook, 2009). This research is developed using a partner selection framework which incorporates partner selection criteria as a collection of input in the formation of collaborative transportation management that generates an output in the form of an effective and efficient transportation collaboration through the transportation capability. This framework was tested on cargo domestic companies in Indonesia.
