Building alliance capability : management techniques for superior alliance performance

J. Draulans, A.P. Man, de, H.W. Volberda

Research output: Contribution to journalArticleAcademicpeer-review

187 Citations (Scopus)
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Despite the fact that they represent a growing element of business strategy, alliances between organisations quite often result in failure. This is partly due to the fact that firms have not built up adequate capabilities to manage alliances. Special management techniques have to be implemented in order to strengthen the organisation’s alliance capability. This article evaluates a number of these techniques with regard to their impact on alliance success, and reports on a quantitative study on alliances and alliance-management techniques of 46 large companies to assess this impact.
Original languageEnglish
Pages (from-to)151-166
JournalLong Range Planning
Issue number2
Publication statusPublished - 2003


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