One consequence of market globalization has been the growing incidence of collaborative ventures among companies from different countries. Small and large, experienced and novice, companies increasingly are choosing partnerships as a way to compete in the global marketplace. Motives for international collaborative ventures are varied and complex, including a desire to leverage resources and assets, retain flexibility, reduce risks, gain speed, and capitalize on each partner's strengths. The systematic framework presented here can be used by managers as a practical, ten-step approach to establishing successful collaborative ventures. The article also discusses four major types of international business partnership-distributor agreements, licensing, franchising, and joint ventures, and highlights key success factors for each.
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International Partnering: A Systematic Framework for Collaborating with Foreign Business Partners
S. Tamer Cavusgil
Journal of International Marketing
Vol. 6, No. 1 (1998), pp. 91-107
