TY - JOUR
T1 - Partner identification and selection of joint ventures in international retailing
AU - Owens, Martin
AU - Zueva-Owens, Anna
AU - Palmer, Mark
N1 - Copyright:
Copyright 2012 Elsevier B.V., All rights reserved.
PY - 2012/2/1
Y1 - 2012/2/1
N2 - 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.
AB - 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.
KW - International joint ventures
KW - Partner identification
KW - Partner selection
KW - Retailing
UR - http://www.scopus.com/inward/record.url?scp=84857267755&partnerID=8YFLogxK
U2 - 10.1080/02642069.2010.540753
DO - 10.1080/02642069.2010.540753
M3 - Article
AN - SCOPUS:84857267755
VL - 32
SP - 383
EP - 410
JO - Service Industries Journal
JF - Service Industries Journal
SN - 0264-2069
IS - 3
ER -