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The many faces of multi-firm alliances: Lessons for managers

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Abstract

One of the most notable business trends in recent years has been the surge in alliance formation. Globalization, escalating R&D expenses, shortening product life cycles, and convergence of technologies are often cited as important factors that contribute to this phenomenon. This article develops a framework for multi-firm alliances. Multi-firm alliances can be classified on the basis of distinct payoff structures, leading to critical differences in their predicted development and final result. This article presents four multi-firm alliance game scenarios to describe the dynamics that underlie the interactions among firms and provides industry examples. It offers a number of lessons to help managers improve their ability to manage multi-firm alliance relationships.

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[Peter Hwang] Hong Kong University of Science & Technology

[Willem P. Burgers] China Europe International Business School


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Source

California Management Review

ISSN:0008-1256

Year:1997

Issue:3

Volume:39

Page:101-117

Powered by JCR@1997

ESI Discipline:ECONOMICS & BUSINESS;

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