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| Author: | Isabella, L. A. |
| Title: | Managing an Alliance is Nothing like Business as Usual |
| Journal: | Organizational Dynamics
2002 : VOL. 31:1, p. 47-59 |
| Index terms: | STRATEGIC MANAGEMENT ALLIANCES MANAGEMENT ANALYTICAL REVIEW |
| Language: | eng |
| Abstract: | More and more companies are forming strategic alliances. Only when fully immersed in alliances do companies and their managers really recognize and appreciate the unique challenges of alliance management. As a result of extensive research with colleagues as well as consulting with hundreds of alliance managers, the author has identified some specific alliance management practices that address those challenges. This article lays out those practices. Some involve finding the optimal partner. Others focus a manager's attention on building the partner relationship, not just the business. The author also identifies two distinctive forces: alliance spirit, which brings the alliance together, and alliance static, which may tear it apart. |
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