The role of alliances in the high-tech industry

摘要

Strategic alliances are one possible solution to delivering end-to-end value to the customer, but industry research shows that these partnerships often do not pan out as expected. This paper looks at both benefits and challenges of forming alliances, using a survey method to validate the criteria used to determine when alliances will be pursued and what form they will take. This includes the role of learning, competitive vs. complimentary aspects, technology maturity, intellectual property, alignment to the business, and culture. A framework is proposed which provides guidance for decision makers looking to maximise the value received from alliances.