Creating strategic alliances which endure

Despite the documented growth of alliances on a global basis,managers focus too much attention on questions of aliance formation ana spend too little effort attempting to understand the process of alliance management. This research report the results of an in-depth analysis of a number of international alliances. We demonstrate that successful alliances depend on both business and interpersonal relationships, and that the demands of each varies over the alliance's life cycle. We also show the central role played by the alliance manager. Copyright (C) 1996 Elsevier Science Ltd