Managing alliance partner attributes: lessons from the Ericsson Case Study

Giulio Ferrigno, Andrea Piccaluga, Battista Dagnino Giovanni

Risultato della ricerca: Contributo in libroChapter


Managing alliance partners has become a crucial issue for firms’ competitiveness. Previous literature has provided a comprehensive understanding about how firms manage alliances. However, extant research has not yet developed a crystallized understanding about how firms can best manage their alliance partners. Drawing on the available management literature this chapter unveils three main features that characterize the management of alliance partners: (a) alliance partner size, (b) alliance partner diversity, and (c) alliance partner internationalization. Moreover, it analyzes these three key characteristics in a relevant alliance case study in the telecom industry such as Ericsson. We conclude the chapter by discussing theoretical and managerial implications and proposing future research directions for alliance literature.
Lingua originaleEnglish
Titolo della pubblicazione ospiteManaging the Partners in Strategic Alliances
Numero di pagine25
Stato di pubblicazionePubblicato - 2021




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