University of Twente Student Theses


Towards a processual view on partner selection

Wesselink, M.J.H. (2015) Towards a processual view on partner selection.

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Abstract:The moment that partners select each other is an important phase in the alliance formation process. With help of the three drivers complementariness, compatibility and commitment (Kale & Singh, 2009), we examine, with a case study, in depth how actors are challenged with dealing and negotiate the social paradox of matching compatibility and complementariness whilst assessing their commitment to the alliance. We found that actors negotiate about the three drivers throughout the whole selection process. We describe that actors need to overcome the paradox between compatibility and complementariness before continuation is possible. We show that that actor negotiate about the paradox across several levels, managerial and operational. Finally we show that the process of selecting a partner for an alliance is a dynamic teleology process.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
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