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Eduardo Vasconcellos STRATEGIC ALLIANCES: Conceptual Framework BOCCONI - USP WORKSHOP – Milano,September 24, 2009 BAGLIERI, Vincenzo SDA Bocconi BRUNO, Marcos University of São Paulo VASCONCELLOS, Eduardo University of São Paulo GRANDO, Alberto SDA Bocconi
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Presentazione Vasconcellos - Strategic Alliances Conceptual Framework

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Page 1: Presentazione Vasconcellos - Strategic Alliances Conceptual Framework

Eduardo Vasconcellos

STRATEGIC ALLIANCES:Conceptual Framework

BOCCONI - USP WORKSHOP – Milano,September 24, 2009

BAGLIERI, Vincenzo SDA BocconiBRUNO, Marcos University of São PauloVASCONCELLOS, Eduardo University of São PauloGRANDO, Alberto SDA Bocconi

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Eduardo Vasconcellos

Research program University of Bocconi – Italy and the University of Sao Paulo – Brazil in the area

of MOT

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Eduardo Vasconcellos

MOT at University of São Paulo

Program begun in 19731500 publications207 master and doctoral thesis82 booksAgreements with Harvard, Bocconi, Columbia, Vanderbilt, Cambridge and otheruniversities

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Eduardo Vasconcellos

Alliances / Partnerships

Agreements between companies in order to support the partners to reach their goals and

strategies

(adapted from Harrigan,1988)

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Eduardo Vasconcellos

FORMAL

-- AGREEMENT WITHOUT INVOLVING $ AGAAGREEMENT WITHOUT INVOLVING $ AGA--NIPPON NIPPON

-- AGREEMENT INVOLVING $AGREEMENT INVOLVING $

•• WITHOUT CREATING A NEW ENTITY WITHOUT CREATING A NEW ENTITY POHANG IRONPOHANG IRON--NIPPON STEELNIPPON STEEL

•• CREATING A THIRD ENTITYCREATING A THIRD ENTITY–– ““JOINT VENTUREJOINT VENTURE””••Syngenta ( Syngenta ( NovartisNovartis--AstrazenecaAstrazeneca))••Autolatina ( Autolatina ( VWVW--FordFord))

INFORMAL – Hippel (mini mills) and Allen

Types of Alliances

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Eduardo Vasconcellos

1 1 –– COMERCIAL COMERCIAL ––Pfizer Pfizer CataflanCataflan/Novartis /Novartis ZitromaxZitromaxNovartis Novartis -- ScheringSchering

2 2 –– COMERCIAL AND MANUFAT. COMERCIAL AND MANUFAT. SabSabóó//BrussBruss

3 3 –– COMERCIAL, MANUFACTURING ANDCOMERCIAL, MANUFACTURING ANDR&DR&D&E &E –– Xerox/FujiXerox/Fuji

Types of Alliances (cont.)

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Eduardo Vasconcellos

ALLIANCES IN THE INFORMATIC AND TELECOMMUNICATIONS SECTORS

NIPPON ELETRIC

COMPANY

NIPPONTELEPHONE

TELEGRAFHY

MITSUBISHIGROUP

IBM

PLESSEV

MITISUIAND CO.

ERICSSON

HITASHI

RCA AT&TSONY

KOKUSAIDENWA

VENSHINHUGUES

AIRCRAFT SPERRY

FUJITSU

MOTOROLA

HONEYWELLBULL

ICL

LUCKYGOLDSTAR

RICOH

SHARP

C. ITOHNISSHO IWAI

OLIVETTI

XEROX

PHILIPS

KIOCERA

MITSUKO

CIT/ALCATEL

ITAUTELSIEMENS

GTEINTEL

MITTEL

ROLMCOSMOS 80

MCI

TOSHIBA

ALLIANCESEXISTANTES

ALLIANCESEN PROVET

FONTE: DUSSAUGE, PIERRE E OUTROS“REVUE FRANÇAISE DE GESTION” - MARS - AVRIL - MAI 1988

STET

Prof. Eduardo Vasconcellos

Page 8: Presentazione Vasconcellos - Strategic Alliances Conceptual Framework

JOINT ACTIVITIES (EQUITY BASED)

JOINT ACTIVITIES (NON-EQUITY BASED)MARKETING-MANUFACTURING PERSONNEL EXCHANGES

IBM

ADVANCEDMICRO

DEVICES

MATRA-HARRIS INTEL

PHILIPS

RCA MOTOROLA

NATIONAL

TEXASINSTRUM.

HP VLSI -TECNOLOGY INC

ROCKWELL

VITELIC

LSI-LOGIC

ZILOG

TOSHIBA

YOKOÇAMAELECTRIC

SONY

MITSUBISHIELECTRIC

SHARP

RICON

OKI ELECTRIC

NIPPON

FUJITSU

ICL HITASHI

THONSON-CSF

SGC-ATES

SIEMENS

PLESSEY

UNITED STATES

JAPANEUROPE

FONTE: COLMEN, 1988

TECHNOLOGICAL ALLIANCES IN THE SEMICONDUCTOR INDUSTRY

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Eduardo Vasconcellos

Video conference, SkypeFax, Palm, Notebooks, Data BaseTelecommunicationsInternet, Intranet

Support Technologies

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Eduardo Vasconcellos

Friends, I’m sorry! This is not what you ordered, but everyone is eating fettucine until we fix the

computer.

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Eduardo Vasconcellos

Mam, stay calm. Right now our state-of-the-art computers are working on eliminating or worsening your problem.

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Eduardo Vasconcellos

EMBRAERALLIANCES

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Eduardo Vasconcellos

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Eduardo Vasconcellos

Alliances by sector

Fonte: Strategic Data Corporation; análise da Booz-Allen & Hamilton

5.539 Alliances in the U.S

Transportation 186

Communication 752

ComputerSoftware 1543

Electronic 343

BiotechnicalandMedical 1037

Energy 108

Consumption andRetail 528

Industry 427

Services 363

Financial 252

ALLIANCES ARE RELEVANT IN ALL SECTORS

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Eduardo Vasconcellos

20

11

Profitability of companieswith large success in

making alliances.

Profitability of companieswith little success in

making alliances.

25%

20

15

10

5

0

Profitability of Companies and Alliances

Fonte: Levantamento da Booz-Allen & Hamilton da capacidade de institucionalização de alianças, 1997

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Eduardo Vasconcellos

INTELALLIANCES

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Eduardo Vasconcellos

INTELEcosystem Framework Ecosystem Framework –– MobilityMobility

Mobile End UserMobile End User

Application & ContentApplication & Content

MEU DeviceMEU Device

Service / content distributionService / content distribution

InfrastructureInfrastructure

Internet Internet IntranetIntranetHomeHome Ad hocAd hoc

Fixed LocationFixed Location RoamingRoaming

Uni

vers

ities

/Res

earc

hU

nive

rsiti

es/R

esea

rch

Cen

ters

Cen

ters

Gov

ernm

ent

Gov

ernm

ent

••ISVISV••SISI••Vertical App developerVertical App developer••SecuritySecurity••Operating SystemOperating System••Content provider/developerContent provider/developer

••Notebook ODMNotebook ODM••PDA ODMPDA ODM••Cell Phone ODMCell Phone ODM••LOEMsLOEMs -- NBNB••LOEMsLOEMs -- PDA+CPPDA+CP••MNC MNC -- NBNB••MNC MNC -- PDA+CPPDA+CP••Channel (Retail included)Channel (Retail included)

••Undergraduate /GraduateUndergraduate /Graduate••University LabsUniversity Labs••Business Schools (MBAs)Business Schools (MBAs)••Research centerResearch center

••Internet Solution Internet Solution ProviderProvider••AggregatorAggregator••Mobile OperatorMobile Operator••TelcoTelco••Digital Media Digital Media DistributorsDistributors

••Mobile operatorMobile operator••Broadband operatorBroadband operator••Cable TVCable TV••Hot spot builderHot spot builder••Equipment/solution Equipment/solution VendorVendor--WANWAN••Equipment/solution Equipment/solution VendorVendor--WLAN (AP+NIC)WLAN (AP+NIC)••Hot Spot LocationHot Spot Location

••FederalFederal••LocalLocal••Communications Communications Office/secretary/ministerOffice/secretary/minister••Science&TechnologyScience&Technologyoffice/secretary/ministeroffice/secretary/minister••Regulatory agencyRegulatory agency

••IT/IT ExecsIT/IT Execs••Small BusinessSmall Business

••TexpertsTexperts and Studentsand Students••MainstreamMainstream••Biz ExecsBiz Execs

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INFRASTRUCTUREINFRASTRUCTUREParticipation Value and

ImpactHow to manage

•Intel invests in these companies to create pilots.

•In some cases the company invests directly in the development of a concept Example: the host spot for technology, wireless broadband

Fixed OperatorMobile OperatorOperator ofbroadband cableTV Installer of hot spots WAN network equipmentsupplierWLAN network equipmentsupplierLocation (Hot Spot)

All these entities participate in the process of construction (equipment) and enabling (service) infrastructure

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Eduardo Vasconcellos

Alliances and Competitiviness

Major global companies have an average of60 strategic alliances

35% of sales revenues were a direct resultof global alliances in 2002 (2% in 1980)

Price of stocks grows 1% with theannouncement of a new alliance

Study with 500 companies (1.572 alliances)Source: Sloan Management Review,

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Eduardo Vasconcellos

R&D in cooperation

R&D – Individual mode100%

40%

20%

0%

80%

60%

France

JapanWestern Germany

England

United States

Source:Lewis, J.

Growth of Cooperative R & D versus Individual R & D

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Eduardo Vasconcellos

Reasons for Failure

Unequal sizeUneven experience in business riskDifferent expectations regarding the returnon investment deadline Personal incompatibilities between teamsBreach of promisesConflicting styles of management – culture

(Source: K. (Source: K. HarriganHarrigan))

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Eduardo Vasconcellos

Additionl Reasons for Failure

Hidden agendas

Changes in partners' strategies

Lack of a monitoring system of the healthof the partnership

Inadequate organizational structure

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Eduardo Vasconcellos

Culture – JVs Finland - China

Difficult to gain the trust of the ChineseAmong the provinces Dongguan, Shenzhen andBeijing, the same law had different interpretationsand different periods of executionChinese complain that there was no transparencyon the costs of purchases of components and rawmaterialsCarrying out the contract has a different valuebetween Chinese and Finnish cultures.

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Eduardo Vasconcellos

INTERNATIONAL TECHNOLOGY ALLIANCES:

The Parent-Subsidiary Relationship

IAMOT 2009. Orlando, Florida, USA. April 5-9, 2009

BAGLIERI, Vincenzo SDA BocconiBRUNO, Marcos University of São PauloGRANDO, Alberto SDA BocconiVASCONCELLOS, Eduardo University of São Paulo

THANK YOU