전략적제휴의 파트너쉽 결정요인과 사업성과
The Determinants of Partnership and Business Performance in Strategic Alliances
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본연구는 국내기업의 국제전략적제휴를 대상으로 전략적제휴의 파트너쉽 결정요인과 사업성과를 분석하였다. 지난 1990년부터 2000년까지 국내기업이 체결한 국제전략적제휴를 연구대상으로 전체 23개 산업에 걸쳐 52개의 국내기업들이 체결한 124건의 제휴사례를 연구대상으로 하였다. 가설검증을 위해서 다중회귀분석을 시행하여 다음과 같은 연구결과를 얻었다. 신뢰성과 몰입도의 파트너쉽은 사업성과에 영향을 미쳤다. 성공적인 제휴 목적을 달성하기 위해서는 파트너기업간의 신뢰성과 몰입도의 파트너쉽 구축이 선행되어야 한다. 이러한 신뢰성과 몰입도의 파트너쉽은 구조적요인과 협력적요인으로 나타나는 파트너쉽 결정요인에 영향을 받게 된다는 것이다. 또한 신뢰성과 몰입도의 파트너쉽 구축이 덜 증진된 상황에서도 파트너기업간의 제휴경험, 파트너국적, 사업관련성 등에 의해서도 사업성과는 영향을 받은 것으로 나타났다.
Abstract
This paper examines the determinants of partnership and business performance in international strategic alliances. Trust and commitment were used as proxy for the partnership. Factors influencing the partnership were categorized into two levels such as structural and cooperative forces. Complementality, market strength, and financial position of partnership were used as proxy for the structural forces. Chemistry, cultural distance, and openness were used as proxy for the cooperative forces. Business performance was measured by both the objective sales and the subjective gain and loss of the strategic alliances. In order to verify these research question and hypotheses, some tools were used such as SPSS WIN and statistic analysis included correlation analysis and multiple regression analysis. Based on the analysis of the one-hundred-twenty-four strategic alliances cases, the following results were found. First, it was found that the complementality, market strength, financial position of partnership among the structural forces have a significant positive influences on the business performance of strategic alliances. Second, the chemistry, cultural distance, and openness among the cooperative forces have a significant positive influences on the business performance of strategic alliances. Third, the partnerships of trust and commitment have a significant influences on the business performance of strategic alliances. These finding provide the following practical implications. First, the structural and cooperative forces are important to inter-firms in maintainable and managerial stages of strategic alliances. Second, in order to achieve a purpose of strategic alliances, the partnership of trust and commitment should be built. Finally, alliance ages, partner nationality, and related business are very important to inter-organizations relations in the business performance of strategic alliances.
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