Towards a stage driven approach in strategic international sales partner selection

Research aim: sequencing the strategic international sales partner selection process. Design/methodology/approach: qualitative / explorative research by semi-structured interviews. Findings: a stage drive approach can lead to a more structured strategic international partner selection process. Originality/value: introducing stages within the partner selection process. Keywords: partner selection criteria, international partner selection, task- / partner related selection criteria, risk- / learning related selection criteria, partner selection process, strategic partner selection model