Gathering and Using Information for the Selection of Technology Partners

Abstract This paper examines the nature of the search process firms go through in identifying partners for technological cooperation, and, in particular, the extent to which systematic information collection on potential partners is likely to enhance the choice of satisfactory partners. The results, based on 118 Dutch companies, suggest that only few companies have formal procedures to find technology partners, and that they tend to depend on industry contacts for information. A company's pro-activeness and experience in finding partners were found to have a positive influence on the final selection of an appropriate partner. This was also true for an extensive evaluation, when preceded by intensive search. Direct top management involvement and company size, however, were negatively correlated with successful partner selection. Finally, the results showed that companies were overall less successful in identifying potential partners in related areas of technology, but more successful in finding appropriate partners that cover unrelated technologies.

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