Purpose: In light of the inconclusive findings in literature, the aim of this paper is to answer the question: how can negotiation behavior be explained in a situation of power imbalance? Design/methodology/approach: Based on Kim et al., the paper proposes a theoretical model that is empirically...

Purpose: The purpose of this paper is to investigate the factors affecting the choice between joint ventures and non‐equity alliances, when firms enter foreign markets. Design/methodology/approach: Using a database of Italian firms compiled by the authors with 879 observations, the paper tests...