Empirical Study On The Impact Of Partner Selection Factors On Alliance Performance

In recent years, as companies compete in a dynamic environment, competition among enterprises tend to globalization, and the rapid pace of technological innovation, corporate strategic alliance between companies has rapid growth, the performance of the Alliance has been the focus problem of research scholars.Factors which affect the performance of the alliance have become the hot issue, the scholars at home and abroad have studied the performance of the alliance in many ways . However, among many factors which influence the performance of alliance, the factor of alliance partner selection is undoubtedly one of the main factors. Studied by foreign scholars, the main partner selection factors include: (1) resources and capabilities, including complementary resources, financial capacity, technical capability, management capability, etc.; (2) organization and strategy, including corporate culture, corporate reputation, compatible objectives, decision-making mechanisms; (3) the willingness to share experience and so on. alliance partner selection factors have been related research in domestic, including the partner selection factors were classified into rigid targets and soft targets; also resources between partners have also been described, and the compatibility between partner goals, cultural similarity and business reputation of the alliance performance have also been studied. Although not many domestic research exist and empirical research is rare, domestic scholars have a certain contribution on factors of the Alliance Partner Selection on performance .Because of early study found that different contexts, need to consider different partner selection factors, such as Chinese enterprises relative to the Russian enterprises in the choice of coalition partner are more concerned about their technical and management capacity. The conclusions of foreign scholars` studies, may not necessarily set up in China, and the corresponding guide to domestic enterprises are not sure. So the domestic academic research has filled the gap.Overall, the study on the alliance partner selection factors which affect the performance of Alliance is not enough, on the corresponding factor in the selection of partners, the scholars did not create a more unified view. In particularly, and more empirical research is urgent needed. Empirical Research on the effect of Alliance partner selection factors on the performance of Alliance to become more important issue. Especially through the empirical study, compare the performance level of different partner selection factors on the alliance , it has very important practical significance on how to choose a coalition partner of the company.Empirical studies conducted by the relationship between three important factors of the coalition partner selection: reputation, similarity and complementary resources (capacity) and the alliance performance, Base on the data analysis , compare the degree of influence of these three factors on alliance performance.First in this article, it will review on the alliance partners selection factors base on the previous academic study, summarized three more important partner selection factors: reputation, similarity and complementary resources (capacity). And propose the significance of this study and determine the content of this article. Second, build the theoretical framework of this study, propose the hypothesis in this study. Third, determine the measurement system of the business reputation, similarity, resources (capacity), and Alliance Performance. And determine the selection sample. Fourth, analyze and discuss the data of the questionnaire after collecting and sorting data, then to do descriptive analysis and regression analysis between variables of this study and to test the hypothesis. Based on the results of data analysis, compare the degree of the impact of three partner selection factors on the alliance performance. Finally, discuss the results of data analysis to explore the reputation, similarity, and complementary resources (capacity) to the alliance performance, and make recommendations accordingly. This sampling is mainly high-level personnel of experienced union-related enterprises in the Northeast region. Send a questionnaire and collected rolling data with convenience sampling method. Removed the invalid questionnaires, to determine the sample size was 129. Since the variable are corporate reputation, similarity and resources (capacity) complementary , measure three aspects of the company's reputation including product reputation, financial reputation, and reputation management; and measure three aspects of the similarity including strategic content and organization; and measure resources (capacity) from whether the complementary provided strengths to each other. The measuring of dependent variable the performance union did not use company's financial indicators, but subjective evaluation of the indicators, because considering the difficult access to financial indicators and, secondly, the financial indicators can not peel off other Union factors that affect the financial indicators. Though the reliability and validity test, all the variables of the scale have good reliability and validity.Empirical results show that the reputation has a significant positive effect on performance; Partner similarity of the alliance has a significant effect on performance; complementary resources (capacity) to the alliance are significant performance impacts too. The results of data analysis by the three coalition partner selection factors influence on the performance, the results of reputation on alliance performance has the greatest influence, followed by the complementary resources (capacity) on the alliance performance, but relative to the enterprise reputation and complementary resources (capacity), partner similarity between enterprises of the alliance, is the weakest performance impact.Based on the above findings, this research puts forward business proposals: First, businesses in the choice of alliance partners to consider a company's reputation, the similarities between the enterprise and complementary resources (capacity); Second, the three more important factors in partner selection rating, we should first consider whether the business partners has good corporate reputation, then consider the degree of complementary resources (capacity) between partner enterprises , similarity between the partner companies should be considered last. Mainly because the results of this research show that the three partner selection factors, reputation of the alliance has the largest influence on the performance , complementary resources (capacity) is the second, then is the similarity of partner companies; Third, enterprises should strengthen the reputation of the training and maintenance to obtain higher performance in alliance.The innovation of this paper is verified the positive impact on alliance partner selection factors including corporate reputation, the similarity between the partners and complementary resources (capacity) on the alliance performance though empirical method. And have compared the influence of these three factors on the alliance performance. This study to some extent, enriched the research of alliance.