Alliance Formation Motives in SMEs An Explorative Conjoint Analysis Study

Anita Van Gils*, Peter S. Zwart

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

37 Citations (Scopus)

Abstract

Cooperative agreements are important tools to improve the competitive position of small and medium-sized firms.This explorative conjoint analysis study simultaneously examines the importance of firm, environmental and partner motives on the formation of two types of SME-alliances. In addition, we study the influence of the sector of industry and the CEOs' characteristics. Results indicate that alliance formation is determined by a combination of organizational, partner-and industry-related motives, and that each of these factors should not be studied in isolation. Moreover, motives differ across functional area types of alliances, and both the sector of industry and a CEO's experience affect the probability of alliance creation.

Original languageEnglish
Pages (from-to)5-37
Number of pages33
JournalInternational Small Business Journal
Volume27
Issue number1
DOIs
Publication statusPublished - Feb-2009

Keywords

  • alliance formation
  • alliance motives
  • conjoint analysis
  • SME
  • strategic alliance
  • RESEARCH-AND-DEVELOPMENT
  • INTERNATIONAL STRATEGIC ALLIANCES
  • TECHNOLOGY-BASED FIRMS
  • INTERFIRM COOPERATION
  • ENTREPRENEURIAL FIRMS
  • FORMATION INTENTIONS
  • BIOTECHNOLOGY FIRMS
  • EMPIRICAL-ANALYSIS
  • PARTNER SELECTION
  • SMALL BUSINESSES

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