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Strategic motivations for Sino-Western alliances: a comparativeanalysis of Chinese and Western alliance formation drivers

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  • Saebi, Tina

    ()
    (UNU-MERIT)

  • Dong, Qinqin

    (Wuhan University of Technology)

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    Abstract

    This paper compares the key drivers of Sino-foreign alliance formation from the perspective of both Chinese and Western alliance partners. 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, while Western partners aim to gain access to the local customer and supplier bases of their Chinese counterpart as well as to the complex distribution systems found in the Chinese market. In analyzing the differences among Chinese and Western alliance motives, this paper shows how the initial deficiencies in the Chinese institutional environment has shaped the strategic motives of local companies and consequently lead to the diverging alliance formation motives in Sino-foreign alliances.

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    File URL: http://www.merit.unu.edu/publications/wppdf/2008/wp2008-030.pdf
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    Bibliographic Info

    Paper provided by United Nations University - Maastricht Economic and Social Research Institute on Innovation and Technology (MERIT) in its series MERIT Working Papers with number 030.

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    Date of creation: 2008
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    Handle: RePEc:unm:unumer:2008030

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    Related research

    Keywords: Strategic alliances; China; Innovation; Internationalization;

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    1. Heimeriks, K.H. & Duysters, G.M., 2003. "Alliance capability as mediator between experience and alliance performance: an empirical investigation into the alliance capability development process," Working Papers 03.18, Eindhoven Center for Innovation Studies.
    2. John Child & Yanni Yan, 2003. "Predicting the Performance of International Joint Ventures: An Investigation in China," Journal of Management Studies, Wiley Blackwell, vol. 40(2), pages 283-320, 03.
    3. Dong, Li & Glaister, Keith W., 2006. "Motives and partner selection criteria in international strategic alliances: Perspectives of Chinese firms," International Business Review, Elsevier, vol. 15(6), pages 577-600, December.
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