전략적 제휴시 파트너 선정에 미치는 상황요인에 관한 연구: 규모, 전략, 국적, 형성동기를 중심으로
A Study on the Impact of Contingency Factors in Partner Selection in Strategic Alliances: Focused on Size, Strategy, Nationality and Formation Motives.
0
조회
0
다운로드
7
인용
0
참고문헌
키워드
초록
본 연구는 파트너 선정기준의 중요도가 상황요인에 따라 달라지는지 실증조사하였다. 연구에서 상황요인과 파트너 선정기준 사이에 관계를 확인시켰으며 과업관련 기준과 파트너관련 기준의 2가지 차원을 동시에 고려한 파트너 선정기준의 상대적 중요도를 분석하였다. 요인분석 결과, 마케팅역량, 기술역량, 시장정보, 신뢰, 재무능력, 조직역량, 명성 등의 7가지 파트너 선정요인으로 확인되었다. 연구결과, 가설1은 파트너의 상대적 규모에 따라서 파트너 선정기준의 중요도 차이를 검증한 결과 상대적 규모가 큰 기업과 제휴한 기업들이 그렇지 않은 기업들보다 명성요인을 중요하게 고려하였다. 가설2는 전략방향에 따른 파트너 선정요인의 중요도 차이를 검증한 결과, 기술지향 기업들이 시장지향 기업들 보다 기술과 신뢰요인을 중요하게 고려하였다. 가설3은 국적별 파트너 선정요인의 중요도 차이를 검증한 결과, 아시아 기업과 제휴한 기업들은 시장정보요인를 강조한 반면에 미주기업과 제휴한 경우에는 명성요인을 중요하게 고려하였다. 가설4는 제휴 형성동기에 따른 파트너 선정요인의 중요도 차이를 검증한 결과, 시장정보요인을 제외한 6가지 요인에서 중요도의 차이가 확인되었다.
Abstract
This study investigated the difference in the relative importance of partner selection criteria according to the contingency factors. This study provides strong evidence of the relationship between contingency factors and partner selection, emphasizing the relative importance of selection criteria along two dimensions simultaneously, including task-related and partner-related criteria. By means of exploratory factor analysis a model of partner selection based on seven dimensions: marketing, technology, market information, trust, finance, reputation, and organizational capability. As a result, this empirical evidence suggests that Korean firms seeking a cooperation with larger partner tend to pay more attention to reputation than smaller partner in selecting a partner. In addition, technology oriented firms focus more on technology and trust than market oriented firms in selecting a partner. Korean firms seeking a cooperation with Asian company tend to pay more attention to Market informations to Korean market in selecting a foreign partner. However, Korean firms seeking a cooperation with U.S. company tend to pay more attention to Reputation in selecting a foreign partner. formation motives as follows
참고문헌 (40)
- 이세래, "인터넷비즈니스 전략적 제휴의 파트너 선정결정요인에 관한 연구", 박사, pp.2001
- 차태훈, "전략적 제휴의 선택, 영향요인, 그리고 기대성과", 한국경영학회 동계학술연구 발표회, pp.611~630 (2002)
- Ali K. Al-Khalifa, "The partner selection process in international joint ventures", European Journal of Marketing, 33, pp.1064~1081 (1999)
- Arino A., Abramov, "Partner selection and Trust Building in West European-Russian Joint Ventures", International Studies of Management and Organisation, 27(1), pp.19~37 (1997)
- Arun Rai, "Critical Success Factors for Strategic Alliances in the Information Technology Industry: An Empirical Study", Decision Sciences, 27(1), pp.141~155 (1996)
- Awadzi Winston Kwashie, "Determinants of Joint Venture Performance: A Study of International Joint Ventures in The United States(Japan, Europe)", 박사, pp.1987
- Beamish, P.W., "Joint ventures in LDCs: Partner selection and performance", Management International Review, 27, pp.23~37 (1987)
- Caves, R., "Entry of foreign multinationals into U.S. manufacturing industries, in Competition in global industries", pp.449~481 (1986), Harvard Business School Press
- Cavusgil, S.T., "Internal Determinants of Export Marketing Behavior", Journal of Marketing Research, 18, pp.114~119 (1981)
- Chen H., "Asymmetric strategic alliances, A network view", Journal of Business Research, 55(12), pp.1009~ (2002)
- Dacin M. Tina, "Selecting Partners for Successful International Alliances: Examination of U.S. and Korean Firms", Journal of World Business, 32(1), pp.3~16 (1997)
- Daniels, John D., "Recent foreign direct manufacturing investment in the United States" (1971), Praeger
- Das, T., "Managing risks in strategic alliances", Academy of Management Executive, 13(4), pp.50~62 (1999)
- Doz, Yves L, "Alliance Advantage" (1998), Harvard Business School Press
- Geringer J. M., "Strategic Determinants of partner selection criteria in International Joint Ventures", Journal of International Business Studies, 22(1), pp.41~62 (1991)
- Glaister K. W., "Task-related and Partner-related Selection Criteria in UK International Joint Ventures", British Journal of Management, 8, pp.199~222 (1997)
- Market Structural Hierarchies and Networks of Strategic Technology Partnering, "Hagedoorn, J.", ~, pp.MERIT Working Papers no.017 (1997)
- Hallén, L, "Psychic distance and buyer–seller interaction, Organisasjon", Marked og Samfunn, 16(5), pp.308~324 (1979)
- Hitt, M.A., "The Institutional Effects on Strategic Alliance Partner Selection in Transition Economies: China vs. Russia", Organization Science, 15(2), pp.173~185 (2004)
- Hill, C.W., "An Eclectic Theory of the Choice of International Entry Mode", Strategy Management Journal, 11 (1990)
- Hitt M. A., "Partner Selection in Emerging and Developed Market Contexts: Resource-Based and Organizational Learning Perspectives", Academy of Management Journal, 43(3), pp.449~467 (2000)
- Hofstede, G., "Cultures and organizations: software of the mind" (1991), McGraw Hill
- Khanna, T., "The dynamics of learning alliances: competition, cooperation, and relative scope", Strategic Management Journal, 19, pp.193~210 (1998)
- Kogut B., "The effect of national culture on the choice of entry mode", Journal of International Business Studies, 19, pp.411~432 (1988)
- Lasserre, Philip, "Selecting a Foreign Partner for Technology Transfer", Long Range Planning, 17(6), pp.43~49 (1984)
- Lewis, J.D, "Partnerships For Profit: Structuring and Managing Strategic Alliance" (1990), The Free Press
- Luo Yadong, "Partnering with foreign businesses: perspectives from Chinese firms", Journal of Business Research, 55(6), pp.481~493 (2002)
- Nielsen, Bo Bernhard, "An Empirical Investigation of the Drivers of International Strategic Alliance Formation", European Management Journal, 21(3), pp.301~322 (2003)
- Pangarkar, N, "The Impacts of Alliance Purpose and Partner Similarity on Alliance Governance", British Journal of Management, 12, pp.343~353 (2001)
- Tatoglu Ekrem, "Western joint ventures in Turkey: strategic motives and partner selection criteria", European Business Review, 12(3), pp.137~147 (2000)
- Tomlinson, James W.C., "The joint venture process in international business: India and Pakistan" (1970), MIT Press
- A study of Canadian joint ventures in Mexico, "Tomlinson", University of British Columbia, ~ (1977)
- Scherer, F.M., "Industrial Market Structure and Economic Performance" (1990), Houghton and Mifflin Company
- Pearce, J. A., "The Impact of Grand Strategy and Planning Formality on Financial Performance", Strategic Management Journal, 8(2), pp.125~134 (1987)
- Porter, M., "The value chain and competitive advantage, Chapter 2 in Competitive Advantage: Creating and Sustaining Superior Performance", pp.33~61 (1985), Free Press
- Renforth, William E., "A comparative study of joint international business ventures with family firm or non-family firm partners: The Caribbean community experience", 박사, pp.1974
- Steensma, H. K., "Explaining IJV Survival in a Transitional Economy Through Social Exchange and Knowledge-Based Perspectives", Strategic Management Journal, 21(8) (2000)
- Vyas, Niren M., "An Analysis of Strategic Alliances: Forms, Functions, and Framework", Journal of Business and Industrial Marketing, 10, pp.47~60 (1995)
- Woodcock, C.P., "Ownership-Based Entry Mode Strategies and International Performance", Journal of International Business Studies, 25(2), pp.253~273 (1994)
- Zeithaml, V. A., "The contingency approach: its foundations and relevance theory building and research in Marketing", European Journal of Marketing, 22(6), pp.37~ (1988)