DETERMINING WHAT PARTNER SELECTION FACTORS MATTER FOR THE DIFFERENT ALLIANCE OR NETWORK PERFORMANCES

In this paper we investigate the relationship between various partner selection factors and the alliance performances. Through the mean of a statistical analysis of the answers provided by 46 best performers medium and large companies operating in Romania we found that both categories of partner selection factors (noncompany and company related) were associated with the superior alliance performances. We observed a slightly stronger effect for the company related factors on the alliance performances. Specifically, we found that the consideration of country and regional issues was associated only with revenues growth and new product development due to organization’s portfolio of strategic alliances. Instead, the companies and organizations considering industry issues reported superior results for all six measures of alliance performances (revenues growth, competitive position, customer satisfaction, operations improvement, product improvement, new product development). Moreover, the consideration of partner attributes was also associated with all measures of alliance performances with one exception: customer satisfaction. The strongest effect on alliance performances however, had the importance devoted by companies and organizations to the partner selection process. It means, more resources and attention devoted to the partner selection process better the alliance performances reported. Three regression models from six (for the macroeconomic/noncompany factors) and five regression models from six (for the company related factors) significantly explained the differences between the companies depending on their alliance performances. The paper contributes to the research conducted in the alliances’ literature regarding the alliance partner selection for the design and the development of strategic alliances or strategic networks/clusters.