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Inter-firm partnerships – strategic alliances in the pharmaceutical industry

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  • Jiho Yoon
  • Claudia Rosales
  • Srinivas Talluri

Abstract

In recent years, strategic alliances have become key to success in sectors such as pharmaceutical and high-tech industry. Strategic partnerships between start-ups and big pharmaceutical companies have become more prevalent and are typically motivated by the benefits that can be obtained from complementary capabilities. These contractual relationships typically use different financial incentives such as royalties, upfront or milestone payments. The best type of contractual conditions for these strategic alliances may not always be clear. We study three different types of contracts, milestone and optional upfront payment, royalty and optional upfront payment, and acquisition contract. We characterise the optimal decisions for each contract option and provide insights into the benefits each contract type offers for start-ups and big pharmaceutical companies.

Suggested Citation

  • Jiho Yoon & Claudia Rosales & Srinivas Talluri, 2018. "Inter-firm partnerships – strategic alliances in the pharmaceutical industry," International Journal of Production Research, Taylor & Francis Journals, vol. 56(1-2), pages 862-881, January.
    • Handle: RePEc:taf:tprsxx:v:56:y:2018:i:1-2:p:862-881
    DOI: 10.1080/00207543.2017.1397793
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    Cited by:

    1. Yongmei Xu & Jiho Yoon & Myung Kyo Kim & Chwen Sheu, 2018. "Toward Supply Chain Sustainability: Governance and Implementation of Joint Sustainability Development," Sustainability, MDPI, vol. 10(5), pages 1-26, May.
    2. Esmaelnezhad, Danial & Taghizadeh-Yazdi, Mohammadreza & Amoozad Mahdiraji, Hannan & Vrontis, Demetris, 2023. "International strategic alliances for collaborative product Innovation: An agent-based scenario analysis in biopharmaceutical industry," Journal of Business Research, Elsevier, vol. 158(C).
    3. Mehmet Ali Soytaş & Damla Durak Uşar & Meltem Denizel, 2022. "Estimation of the static corporate sustainability interactions," International Journal of Production Research, Taylor & Francis Journals, vol. 60(4), pages 1245-1264, February.
    4. Dapeng Zhang & Xinbo Sun & Yide Liu & Shunyi Zhou & Hongfeng Zhang, 2018. "The Effects of Integrative Leadership on the Enterprise Synergy Innovation Performance in a Supply Chain Cooperative Network," Sustainability, MDPI, vol. 10(7), pages 1-20, July.

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