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dc.contributor.authorKlein, Saul
dc.contributor.authorDev, Chekitan
dc.description.abstractHow 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.
dc.rightsRequired Publisher Statement: © Sabinet. Reprinted with permission. All rights reserved.
dc.subjectstrategic alliances
dc.subjectcompetitive strategy
dc.titlePartner Selection in Market-Driven Strategic Alliances
dc.description.legacydownloadsDev79_Partner_selection.pdf: 771 downloads, before Aug. 1, 2020.
local.authorAffiliationKlein, Saul: University of Witwatersrand
local.authorAffiliationDev, Chekitan: Cornell University School of Hotel Administration

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