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Strategic Partnering with Chinese Companies: Hidden Motives and Treasures

Author

Listed:
  • Duysters, Geert

    (UNU-MERIT)

  • Saebi, Tina

    (UNU-MERIT)

  • Dong, Qinqin

    (Wuhan University of Technology)

Abstract

In this paper we aim to investigate the key drivers of international alliance formation from the perspective of Chinese companies. Our results indicate that Chinese companies enter into alliances with Western companies mainly to get accesses to international markets and to develop their technological and managerial competences further. Therefore we can say that Chinese companies particularly value task-related criteria when selecting Western partners. Nevertheless we also find that Chinese companies also include 'soft' factors such trust, compatibility or reputation in their partner selection process. We therefore conclude that in searching for Western partners, Chinese companies try to find a combination of 'hard' competencies such as technology and other resources as well as more 'soft' attributes such as trust, mutual understanding and commitment.

Suggested Citation

  • Duysters, Geert & Saebi, Tina & Dong, Qinqin, 2007. "Strategic Partnering with Chinese Companies: Hidden Motives and Treasures," MERIT Working Papers 2007-034, United Nations University - Maastricht Economic and Social Research Institute on Innovation and Technology (MERIT).
    • Handle: RePEc:unm:unumer:2007034
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    References listed on IDEAS

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    1. Michael Hitt & M. Tina Dacin & Edward Levitas & Jean-Luc Arregle & Anca Borza, 2000. "Partner Selection in Emerging and Developed Market Contexts : Resource-Based and Organizational Learning Perspectives," Post-Print hal-02276706, HAL.
    2. Michael A. Hitt & David Ahlstrom & M. Tina Dacin & Edward Levitas & Lilia Svobodina, 2004. "The Institutional Effects on Strategic Alliance Partner Selection in Transition Economies: China vs. Russia," Organization Science, INFORMS, vol. 15(2), pages 173-185, April.
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    6. Luo, Yadong, 2002. "Partnering with foreign businesses: perspectives from Chinese firms," Journal of Business Research, Elsevier, vol. 55(6), pages 481-493, June.
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    Cited by:

    1. Zhang, Ying & Filippov, Sergey, 2009. "Internationalization of Chinese firms in Europe," MERIT Working Papers 2009-041, United Nations University - Maastricht Economic and Social Research Institute on Innovation and Technology (MERIT).
    2. Sabrina Islam & M. Yunus Ali & Manjit Singh Sandhu, 2011. "Partner selection criteria in international joint ventures: perspectives of foreign investors from Asian NIEs of Malaysia and India," Asia Pacific Business Review, Taylor & Francis Journals, vol. 17(1), pages 25-43, January.
    3. Filippov, Sergey & Saebi, Tina, 2008. "Europeanisation Strategy of Chinese Companies: Its Perils and Promises," MERIT Working Papers 2008-055, United Nations University - Maastricht Economic and Social Research Institute on Innovation and Technology (MERIT).

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    More about this item

    Keywords

    Strategic alliances; China; Innovation; Internationalization;
    All these keywords.

    JEL classification:

    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business
    • L24 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Contracting Out; Joint Ventures
    • O31 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights - - - Innovation and Invention: Processes and Incentives

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