Academic Research: Four Critical Success Factors in Partner Selection
Even superior alliance management may not overcome poor initial partner screening and selection efforts.
This resource provides:
- – A new comprehensive partner selection framework
- – An analytical partner selection tool
- – Operational guidelines for your partner selection analysis process
- – Analysis of four critical alliance partner selection criteria and examples
Developed and tested with input from over two hundred alliance managers, the comprehensive partner selection framework provides specific methodology designed to help managers address the complexities involved in developing their own, unique partner selection criteria and processes.
This resource is provided to you by the ARM Partners Collaborative Research Alliance.
Authors:
Dr. Jeffrey L. Cummings, Associate Professor, Sellinger School of Business, Loyola University Maryland, Baltimore, MD, USA. His research and consulting focuses on strategic alliances, strategy formulation approaches and knowledge-transfer mechanisms. His work has been applied at IBM, the World Bank and the U.S. Navy, among other organizations, and has appeared in Long Range Planning, California Management Review, Journal of Engineering and Technology Management and other outlets. E-mail: jcummings@loyola.edu. Dr. Cummings is a Co-Founder of the ARM Partners Collaborative Research Alliance.
Dr. Stevan R. Holmberg, Professor, Kogod School of Business, American University, District of Columbia, USA. His research interests focus on strategic alliances, green and clean-tech entrepreneurship in the U.S. and Sweden, strategic management and U.S. and E.U. franchise business failure. He has published in the Journal of Business Venturing, Long Range Planning and other entrepreneurship and management journals and has presented papers in the United Kingdom, the Netherlands, Sweden and the U.S. He is Management Department Chair and former Acting Dean of the Kogod School of Business. E-mail: sholmbe@american.edu.
* This is a pre-publication version of this paper. The published version is available at:
https://www.sciencedirect.com/science/article/pii/S0024630112000040
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