Announcing: Nithisatihian, Kittichok, Somchai Rattanakomut and John Walsh, “Empirical Investigation of the Proficiency of Selecting Partners in the Thai Fine Gold Jewellery Industry,” paper presented at the World Business, Economics and Finance Conference (Bangkok: Novotel, September 26-27th, 2011).
Abstract:
An alliance is a strategic instrument in the contemporary business world that provides several advantages, such as creating a competitive advantage; reducing costs; providing access to new markets etc. Although the growth in strategic alliances is quite high, the majority of strategic alliances are reported as being unsuccessful. The literature indicates that the characteristics of partners and the way firms select strategic partners can foretell the success of the strategic alliance to a certain extent. This paper studies strategic partner selection based on the Thai fine gold jewelry industry perspective. The results show that in order to be successful in a business alliance, firms cannot rely on trust, cannot rely on partner’s past performance, and cannot rely on face-based judgments. Firms need to acquire as much information as possible before entering an alliance and constant monitoring to prevent any misconduct in the strategic alliance. In order to be selected by a partner, firms need to build up their reputation and create indispensability. In terms of negotiation, to avoid any problematic issues, the thick face and black heart approach is recommended.