Partner identification and selection of joint ventures in international retailing

Martin Owens, Anna Zueva-Owens, Mark Palmer

Research output: Contribution to journalArticlepeer-review

4 Citations (Scopus)


Identifying and selecting the 'right partner' is one of the key topics in the international retailing literature. Yet, current research provides little knowledge of how international retailers find and select joint venture (JV) partners in foreign markets. We investigate seven cases of British retail multinationals to address this research gap. We find that some retailers initiate formalised partner searches. In other cases, however, JVs arise opportunistically, involving no planned partner identification and selection. Retailer selection criteria revolve significantly around local relationships and market knowledge, specifically concerning local real estate. At the same time, some retailers understand that to leverage these local resources, the relationship and strategic fit with partners are critical.

Original languageEnglish
Pages (from-to)383-410
Number of pages28
JournalService Industries Journal
Issue number3
Early online date4 Jul 2011
Publication statusPublished - 1 Feb 2012
Externally publishedYes


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