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International Small Business Journal
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Alliance Formation Motives in SMEs

An Explorative Conjoint Analysis Study

Anita Van Gils

Maastricht University,The Netherlands, a.vangils{at}os.unimaas.nl

Peter S. Zwart

University of Groningen,The Netherlands, p.s.zwart{at}rug.nl

Cooperative agreements are important tools to improve the competitive position of small and medium-sized firms.This explorative conjoint analysis study simultaneously examines the importance of firm, environmental and partner motives on the formation of two types of SME-alliances. In addition, we study the influence of the sector of industry and the CEOs' characteristics. Results indicate that alliance formation is determined by a combination of organizational, partner-and industry-related motives, and that each of these factors should not be studied in isolation. Moreover, motives differ across functional area types of alliances, and both the sector of industry and a CEO's experience affect the probability of alliance creation.

Key Words: alliance formation • alliance motives • conjoint analysis • SME • strategic alliance

International Small Business Journal, Vol. 27, No. 1, 5-37 (2009)
DOI: 10.1177/0266242608098345
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