Title: Partner selection versus partner attraction in R&D strategic alliances: the case of the Norwegian shipping industry

Authors: Odd Jarl Borch; Marina Z. Solesvik

Addresses: Bodø Graduate School of Business, University of Nordland, 8049 Bodø, Norway ' Department of Business Administration, Stord/Haugesund University College, Bjørnsonsgate 45, 5528 Haugesund, Norway

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.

Keywords: strategic alliances; partner selection; R&D cooperation; offshore service vessels; shipping industry; research and development; partner attraction; Norway; R&D consortia; R&D alliances.

DOI: 10.1504/IJTMKT.2016.079726

International Journal of Technology Marketing, 2016 Vol.11 No.4, pp.421 - 439

Available online: 07 Oct 2016

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