The Effect of Partner Selection on the Performance of International Strategic Alliances: The Examination of Moderating Process of Previous Experience

제휴파트너 선정성향이 제휴성과에 미치는 영향에 관한 연구: 제휴경험의 조절효과를 중심으로

  • Ahn, Sun Yub (Department of International Business, Hankuk University of Foreign Studies) ;
  • Hyun, Jae Hoon (Department of International Business, Hankuk University of Foreign Studies)
  • 안선엽 (한국외국어대학교 국제경영학과) ;
  • 현재훈 (한국외국어대학교 국제경영학과)
  • Received : 2013.11.18
  • Accepted : 2013.12.05
  • Published : 2013.12.31


This study examined adomestic firm's perspective on how their choice of partner selection criteria affects the mediating variables and the performance of international strategic alliances with particular reference to previous experience as a moderating variable. The findings of this study showed that the task-related and partner-related criteria are both positively related to trust and commitment but the results concerning the partner-related criteria repudiates the existing practices that domestic firms select foreign partners based on the partners' attributes because this weaken the commitment of the partnership. This study suggests that firms should revise their partner selection criteria, which will eventually lead to the more desirable performance of international strategic alliances.


International strategic alliance;Task-related criteria;Partner-related criteria;Commitment;Trust;Performance


Supported by : 한국외국어대학교


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