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Social Ties and Partner Identification in Sino-Hong Kong International Joint Ventures


  • Peter Leung-Kwong Wong

    (ING Life Insurance)

  • Paul Ellis

    (Hong Kong Polytechnic University)


Partner identification is an important and under-studied precursor to selection and eventual performance of international joint ventures (IJVs). The mechanics of the identification process were investigated in-depth across a sample of eighteen Sino-Hong Kong IJVs using the case study research method. The cross-case findings of this exploratory investigation support the idea that social networks provide a valuable resource for reducing IJV partner search costs. Specifically, the findings reveal that while weakly-linked bridge ties are valuable in identifying potential partners, searches based on strong ties tend to be shorter and provide a more robust basis for inter-partner cooperation.© 2002 JIBS. Journal of International Business Studies (2002) 33, 267–289

Suggested Citation

  • Peter Leung-Kwong Wong & Paul Ellis, 2002. "Social Ties and Partner Identification in Sino-Hong Kong International Joint Ventures," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 33(2), pages 267-289, June.
  • Handle: RePEc:pal:jintbs:v:33:y:2002:i:2:p:267-289

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    Cited by:

    1. Ellis, Paul D., 2007. "Paths to foreign markets: Does distance to market affect firm internationalisation?," International Business Review, Elsevier, vol. 16(5), pages 573-593, October.
    2. Garry D. Bruton & Chung-Ming Lau, 2008. "Asian Management Research: Status Today and Future Outlook," Journal of Management Studies, Wiley Blackwell, vol. 45(3), pages 636-659, May.
    3. repec:spr:manint:v:47:y:2007:i:6:d:10.1007_s11575-007-0054-9 is not listed on IDEAS
    4. Johannes Meuer & Barbara Krug, 2011. "The Current State of Research on Networks in China’s Business System," Chapters,in: Institutional Variety in East Asia, chapter 7 Edward Elgar Publishing.
    5. Rosalie Tung & Henry Chung, 2010. "Diaspora and trade facilitation: The case of ethnic Chinese in Australia," Asia Pacific Journal of Management, Springer, vol. 27(3), pages 371-392, September.
    6. Trimarchi, Michael & Tamaschke, Rick, 2004. "Coordinations in business interactions between Hong Kong Chinese, mainland Chinese, and Western actors," International Business Review, Elsevier, vol. 13(3), pages 331-357, June.
    7. Yeheskel, Orly & Newburry, William & Zeira, Yoram, 2004. "Significant differences in the pre- and post-incorporation stages of equity international joint ventures (IJVs) and international acquisitions (IAs), and their impacts on effectiveness," International Business Review, Elsevier, vol. 13(5), pages 613-636, October.
    8. Presutti, Manuela & Boari, Cristina & Fratocchi, Luciano, 2007. "Knowledge acquisition and the foreign development of high-tech start-ups: A social capital approach," International Business Review, Elsevier, vol. 16(1), pages 23-46, February.
    9. Griffith, David A., 2011. "Insights into gaining access to export financing: Understanding export lenders' ideal exporter profile," Journal of World Business, Elsevier, vol. 46(1), pages 84-92, January.
    10. Agndal, Henrik & Chetty, Sylvie & Wilson, Heather, 2008. "Social capital dynamics and foreign market entry," International Business Review, Elsevier, vol. 17(6), pages 663-675, December.
    11. Li, Julie Juan, 2008. "How to retain local senior managers in international joint ventures: The effects of alliance relationship characteristics," Journal of Business Research, Elsevier, vol. 61(9), pages 986-994, September.
    12. Zhang, Jing & Pezeshkan, Amir, 2016. "Host country network, industry experience, and international alliance formation: Evidence from the venture capital industry," Journal of World Business, Elsevier, vol. 51(2), pages 264-277.
    13. repec:spr:manint:v:48:y:2008:i:1:d:10.1007_s11575-008-0005-0 is not listed on IDEAS
    14. Batiz-Lazo, Bernardo & Blanco Mendialdua, Ana & Urionabarrenetxea Zabalandikoetxea, Sara, 2001. "Growth of the Spanish Multinational in Latin America during the 1990s," MPRA Paper 929, University Library of Munich, Germany, revised Dec 2005.
    15. Tebogo Rahaba Ngoma, 2016. "It is not whom you know, it is how well you know them: Foreign entrepreneurs building close guanxi relationships
      [Es geht nicht darum, wen du kennst, sondern wie gut du sie kennst: Wie ausländische
      ," Journal of International Entrepreneurship, Springer, vol. 14(2), pages 239-258, June.

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