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...

Discusses the experience of a large bank in a developing country when the bank introduced a counsellor role to improve the managerial capabilities of its growing body of relatively junior and inexperienced branch managers. Explains how this new counsellor position was designed with the specific...

Discusses a comprehensive programme for changing the role behaviour of a managerial cadre, steeped in traditional hierarchical norms, for greater effectiveness within a new organizational design. A significant component of the change programme was to educate the managers in role‐related...

The traditional role of middle managers has been evolving into one which is increasingly concerned with participation in the strategic management process. The reasons for this evolutionary change are discussed, along with problems facing middle managers today. Suggestions are offered for...

The U.S. airline industry provides an example of a mature industry in which firms can exercise specific kinds of strategic marketing options. This paper examines the relationships between specific options and particular competitor groups. A matrix of strategic marketing options and competitor...

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 – Strategic alliances have a variety of governance structures that can be broadly classified as joint ventures, minority equity alliances, and contractual alliances. This paper seeks to empirically examine the roles of four key determinants of governance structure choice, namely, joint...

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....