Managing Alliance Relationships: Key Challenges in the Early Stages of Collaboration

12 Pages Posted: 30 Dec 2002

See all articles by Micheál J. Kelly

Micheál J. Kelly

University of Ottawa - Telfer School of Management

Jean-Louis Schaan

University of Western Ontario - Richard Ivey School of Business

Helene Joncas

Nortel Networks

Abstract

Recent surveys indicate that executives of technology companies consider strategic alliances to be central to their competitive strategies. Yet the barriers to successful alliances are formidable. In many instances, these barriers develop in the early stages of an alliance. This study identifies and analyzes the types of challenges that companies face in the start-up phase of their alliances. It is based on a survey and interviews with executives in the Canadian high technology industry. The study finds that the principal challenges in the first year of an alliance relate to relationship issues between the partners. It suggests stronger attention to these issues in the design and implementation of an alliance. The paper concludes with guidelines to build and sustain effective working relationships between partners.

Suggested Citation

Kelly, Micheál J. and Schaan, Jean-Louis and Joncas, Helene, Managing Alliance Relationships: Key Challenges in the Early Stages of Collaboration. R&D Management, Vol. 32, pp. 11-22, 2002. Available at SSRN: https://ssrn.com/abstract=309395

Micheál J. Kelly (Contact Author)

University of Ottawa - Telfer School of Management ( email )

136 Jean-Jacques Lussier
Ottawa K1N 6N5, Ontario
Canada
613-562-5815 (Phone)

Jean-Louis Schaan

University of Western Ontario - Richard Ivey School of Business ( email )

1151 Richmond Street North
London, Ontario N6A 3K7
Canada

Helene Joncas

Nortel Networks

Brampton, Ontario L6T 5P6
Canada

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