Partner selection versus partner attraction in R&D strategic alliances: the case of the Norwegian shipping industry Online publication date: Thu, 13-Oct-2016
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.
Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Technology Marketing (IJTMKT):
Login with your Inderscience username and password:
Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.
If you still need assistance, please email subs@inderscience.com
Our Blog 
Follow us on Twitter 
Visit us on Facebook