International partnering: A systematic framework for collaborating with foreign business partners

Posted On September 27, 2015
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by Cavusgil, S. Tamer
Journal of International Marketing (1998): 91-107

One consequence of market globalization has been the growing incidence of collaborative ventures among companies from different countries. Small and large, experienced and novice, companies increasingly are choosing partnerships as a way to compete in the global marketplace. Motives for international collaborative ventures are varied and complex, including a desire to leverage resources and assets, retain flexibility, reduce risks, gain speed, and capitalize on each partner’s strengths. The systematic framework presented here can be used by managers as a practical, tenstep approach to establishing successful collaborative ventures. The article also discusses four major types of international business partnership-distributor agreements, licensing, franchising, and joint ventures, and highlights key success factors for each.

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