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Partner selection versus partner attraction in R&D strategic alliances: the case of the Norwegian shipping industry
by Odd Jarl Borch; Marina Z. Solesvik
International Journal of Technology Marketing (IJTMKT), Vol. 11, No. 4, 2016


Abstract: In this paper, we explore how partnership context influences the process of R&D consortia formation in a mature industry, namely the shipping industry. We elaborate on the partner selection criteria and how they change over time when goals move from wide and intangible to very specific R&D tasks. We present two cases related to R&D joint projects in the high-tech Norwegian offshore service vessel industry. We find that when the aim of collaborative R&D work is narrowly defined and concentrated on the creation of clear-cut, tangible products, partner selection may be easy, with a broad range of potential partners. When the R&D aims are more broadly defined and less tangible, prospective participants are more careful and the number of partners from which a selection can be made is more limited. We discuss how different aims lead to different partner choice criteria. Implications for the strategies of developing R&D alliances are discussed.

Online publication date: Fri, 07-Oct-2016


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