Towards an alliance management framework: an investigation on non-declared objectives and the origin of management factors

Authors

  • Berenice Santini
  • Ivan Antônio Pinheiro
  • Louis Hébert
  • Janur Mendonça

Abstract

While strategies of making alliances are being increasingly implemented by organizations, investigations show that around 50% of such undertakings are not reaching their goals. This paper discusses two potential reasons for the failure of alliances organized according to a theoretical framework for the management of strategic alliances (SA). These reasons are (a) the lack of knowledge about the various factors that can influence strategic alliances and (b) a way of measuring the success of SA that does not take into account the existence of non-declared goals on the part of the parent organizations in alliance agreements. As far as the first reason is concerned, the authors suggest the need for considering four sets of factors in the management of SA. As far as the second reason is concerned, they reveal some non-declared goals of Brazilian partner organizations in two SA that have been recently examined.

Key words: strategic alliance, management factors, management framework, non-declared objectives.

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Published

2021-05-26

Issue

Vol. 7 No. 4 (2010): oct/dec

Section

Articles

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