Business Intelligence

Strategic Motivations For Sino-Western Alliances: A Comparative Analysis Of Chinese And Western Alliance Formation Drivers

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Executive Summary

This paper compares the key drivers of Sino-foreign alliance formation from the perspective of both Chinese and Western alliance partners. The authors' results indicate that Chinese companies enter into alliances with Western companies mainly to get accesses to international markets and to develop their technological and managerial competences further, while Western partners aim to gain access to the local customer and supplier bases of their Chinese counterpart as well as to the complex distribution systems found in the Chinese market.

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