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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BAGLIERI, Vincenzo SDA BocconiBRUNO, Marcos University of São PauloVASCONCELLOS, Eduardo University of São PauloGRANDO, Alberto SDA Bocconi
Eduardo Vasconcellos
Research program University of Bocconi – Italy and the University of Sao Paulo – Brazil in the area
of MOT
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
Eduardo Vasconcellos
Alliances / Partnerships
Agreements between companies in order to support the partners to reach their goals and
strategies
(adapted from Harrigan,1988)
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))
••Internet Solution Internet Solution ProviderProvider••AggregatorAggregator••Mobile OperatorMobile Operator••TelcoTelco••Digital Media Digital Media DistributorsDistributors
••IT/IT ExecsIT/IT Execs••Small BusinessSmall Business
••TexpertsTexperts and Studentsand Students••MainstreamMainstream••Biz ExecsBiz Execs
Eduardo Vasconcellos
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
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,
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
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))
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
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.
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