Purpose – To review the alliance partner selection criteria research in order to shed light on how entrepreneurial firms should choose established firms as alliance partners. Design/methodology/approach – Critical differences between entrepreneurial and established firms are presented to...

The temporalities of opportunism – a term that generally means “self‐interest seeking with guile” – have not been adequately examined in the literature. This article suggests that opportunism is a variegated phenomenon that can be better appreciated by exploring the role of its...

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 – To provide decision makers in strategic alliances a risk‐time framework to: categorize types of potential deceitful behaviors by partners; and adopt appropriate deterrence mechanisms to curb and control such behavior. Design/methodology/approach – The article identifies four...

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...