Purpose – The purpose of this paper is to propose a framework for understanding how alliance partners interpret alliance functioning and how these interpretations shape their subsequent behaviors. Also, to discuss how interpretive schemes in cross‐national strategic alliances impact upon the...

Purpose – The paper seeks to propose a framework for examining the dynamics of learning in the various stages of alliance development. Design/methodology/approach – The three kinds of learning in alliances are described – namely, content, partner‐specific, and alliance management – and...

Purpose – This paper aims to propose a framework for understanding interpartner sensemaking in cross‐national strategic alliances, and to discuss how to manage the problems arising from the cultural differences and internal tensions that are inherent in such alliances....

Purpose – The purpose of this paper is propose a strategic framework for understanding interpartner negotiation dynamics in alliances. Design/methodology/approach – The authors define interpartner negotiations as a process of reconciling and integrating the interests of the partners in an...