DETERMINING INTERNATIONAL STRATEGIC ALLIANCE PER-FORMANCE

This paper considers the relationship between subjective measures of international al-liance performance and a set of variables, which may act as predictors of success before the alliance is formed (pre-alliance formation factors), and a set of variables which emerge during the operation of the alliance (post-alliance formation factors). The empiri-cal study, based on a web-survey, investigates a sample of Danish partner firms engaged in 48 equity joint ventures and 70 non-equity joint ventures with international partners. The results show a significant relationship between alliance performance and partner reputation preceding alliance formation as well as strong relationships between collabora-tive know-how, trust, and protectiveness and alliance performance during the operation of the alliance.

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