What Contributions are Expected of High-Technology Alliance Partners in Emerging Economies? An Exploratory Study of Managerial Perceptions in the United Kingdom and Germany

Claudio De Mattos, Stuart Sanderson, Cesar Goncalves Neto

Research output: Contribution to journalArticle


This paper examines the perceptions of British and German Managing Directors, linked to biotechnology, regarding the importance of potential (future) contributions to an alliance in an emerging economy. The case of Brazil is taken as a suggested example. The research is exploratory, based on suggestions of extra contributions that are not yet identified in the literature. The suggestions are tentatively categorised into four categories: market, knowledge, attitude, and infrastructure. Through the exploratory and qualitative approach of the study relevant insights for both academics and practitioners relative to partner selection criteria emerged. Based on these results, new avenues for further investigation are also proposed.
Original languageEnglish
Pages (from-to)1-30
Number of pages30
JournalThe Journal of Business in Developing Nations
Publication statusPublished - 2003
Externally publishedYes


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