Publication Date

9-1997

Abstract

How should one select a strategic alliance partner? An answer to this question is provided by extending the literature on symbiotic marketing and focussing [sic] attention on market-driven strategic alliances. Such alliances are defined as long-term inter-firm co-operative relationships that add value for the customer. Value is created by providing the advantages of multiple choice purchase options coupled with the convenience of seamless, one-stop-shopping. This means paying attention to customers and competitors in selecting alliance partners. Market-driven strategic alliances are posited to be more successful when usage and firm complementarily levels are correctly matched with the alliance strategy being pursued.

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© Sabinet. Reprinted with permission. All rights reserved.

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