This document discusses strategic alliances and presents information from a workshop on the topic. It provides background on a research program at the University of Sao Paulo and agreements with other universities. It then defines strategic alliances as agreements between companies to support partners' goals and strategies. The document outlines types of alliances, both formal (with or without money involvement) and informal. It provides examples of commercial, manufacturing, and R&D alliances. Finally, it discusses challenges with alliances, such as unequal size between partners, cultural differences, and hidden agendas.
1. STRATEGIC ALLIANCES:
Conceptual Framework
BAGLIERI, Vincenzo SDA Bocconi
BRUNO, Marcos University of São Paulo
VASCONCELLOS, Eduardo University of São Paulo
GRANDO, Alberto SDA Bocconi
BOCCONI - USP WORKSHOP – Milano,September 24, 2009
Eduardo Vasconcellos
2. Research program University of
Bocconi – Italy and the University
of Sao Paulo – Brazil in the area
of MOT
Eduardo Vasconcellos
3. MOT at University of São Paulo
Program begun in 1973
1500 publications
207 master and doctoral thesis
82 books
Agreements with Harvard, Bocconi,
Columbia, Vanderbilt, Cambridge and other
universities
Eduardo Vasconcellos
4. Alliances / Partnerships
Agreements between
companies in order to
support the partners to
reach their goals and
strategies
(adapted from Harrigan,1988)
Eduardo Vasconcellos
5. Types of Alliances
FORMAL
- AGREEMENT WITHOUT INVOLVING $ AGA-NIPPON
- AGREEMENT INVOLVING $
• WITHOUT CREATING A NEW ENTITY POHANG IRON-NIPPON STEEL
IRON-
• CREATING A THIRD ENTITY– “JOINT VENTURE”
•Syngenta ( Novartis-Astrazeneca)
•Autolatina ( VW-Ford)
INFORMAL – Hippel (mini mills) and Allen
Eduardo Vasconcellos
7. ALLIANCES IN THE INFORMATIC AND
TELECOMMUNICATIONS SECTORS Prof. Eduardo Vasconcellos
KOKUSAI
DENWA HUGUES
VENSHIN SPERRY
AIRCRAFT
MOTOROLA
MITISUI
MITSUBISHI AND CO. NIPPON
GROUP MCI ELETRIC
COMPANY
COSMOS 80 ERICSSON
ROLM
MITTEL
IBM NIPPON HONEYWELL
TELEPHONE
TELEGRAFHY BULL
STET INTEL
GTE
ITAUTEL HITASHI
XEROX
SIEMENS
PLESSEV CIT/
TOSHIBA
ALCATEL FUJITSU
MITSUKO
PHILIPS OLIVETTI
ICL
KIOCERA
SONY LUCKY
SHARP
GOLDSTAR
RCA AT&T
C. ITOH RICOH
ALLIANCES
NISSHO IWAI EXISTANTES
FONTE: DUSSAUGE, PIERRE E OUTROS ALLIANCES
“REVUE FRANÇAISE DE GESTION” - MARS - AVRIL - MAI 1988 Eduardo Vasconcellos
EN PROVET
8. TECHNOLOGICAL ALLIANCES IN THE SEMICONDUCTOR INDUSTRY
EUROPE JAPAN
ICL HITASHI
SGC-ATES
FUJITSU OKI ELECTRIC
THONSON
-CSF
SHARP MITSUBISHI
SIEMENS NIPPON
ELECTRIC
PLESSEY
RICON SONY
PHILIPS TOSHIBA
YOKOÇAMA
ELECTRIC
MATRA-
HARRIS INTEL
ZILOG
ADVANCED LSI-
MICRO LOGIC
DEVICES VITELIC
RCA
MOTOROLA TEXAS ROCKWELL
INSTRUM.
IBM NATIONAL VLSI -
UNITED STATES HP TECNOLOGY INC
JOINT ACTIVITIES (EQUITY BASED) MARKETING-MANUFACTURING FONTE:
COLMEN,
JOINT ACTIVITIES (NON-EQUITY BASED) PERSONNEL EXCHANGES 1988
9. Support Technologies
Video conference, Skype
Fax, Palm, Notebooks,
Data Base
Telecommunications
Internet, Intranet
Eduardo Vasconcellos
10. Friends, I’m sorry! This is not what you ordered, but
everyone is eating fettucine until we fix the
computer.
Eduardo Vasconcellos
11. Mam, stay calm. Right now our state-of-the-art computers
are working on eliminating or worsening your problem.
Eduardo Vasconcellos
14. ALLIANCES ARE RELEVANT IN ALL SECTORS
5.539 Alliances in the U.S
Financial 252 Transportation 186
Services 363
Communication 752
Industry 427
Consumption and
Retail 528
Computer
Software 1543
Energy 108
Biotechnical
andMedical 1037
Electronic 343
Alliances by sector
Fonte: Strategic Data Corporation; análise da Booz-Allen & Hamilton Eduardo Vasconcellos
15. Profitability of Companies and Alliances
25%
20
20
15
11
10
5
0
Profitability of companies Profitability of companies
with large success in with little success in
making alliances. making alliances.
Fonte: Levantamento da Booz-Allen & Hamilton da capacidade de
institucionalização de alianças, 1997 Eduardo Vasconcellos
17. Ecosystem Framework – Mobility
INTEL •IT/IT Execs
•Small Business
•Texperts and Students
•Mainstream
•Biz Execs
•Federal
•Local
•Communications •ISV
Mobile End User
Universities/Research Centers
Office/secretary/minister •SI
Government
•Science&Technology •Vertical App developer
office/secretary/minister •Security
•Regulatory agency Application & Content •Operating System
•Content provider/developer
•Internet Solution
Provider MEU Device •Notebook ODM
•Aggregator •PDA ODM
•Mobile Operator •Cell Phone ODM
•Telco •LOEMs - NB
•Digital Media
Service / content distribution •LOEMs - PDA+CP
Distributors •MNC - NB
•MNC - PDA+CP
•Mobile operator Infrastructure •Channel (Retail included)
•Broadband operator
•Cable TV
•Hot spot builder Internet Intranet •Undergraduate /Graduate
•University Labs
•Equipment/solution
Vendor-WAN
Vendor- Home Ad hoc •Business Schools (MBAs)
•Research center
•Equipment/solution
Vendor-WLAN (AP+NIC)
Vendor- Fixed Location Roaming
•Hot Spot Location
Eduardo Vasconcellos
18. INFRASTRUCTURE
Participation Value and How to manage
Impact
Fixed Operator All these entities •Intel invests in these
Mobile Operator participate companies to create pilots.
Operator of in the process of
•In some cases the company
broadband cable construction
TV
invests directly in the
(equipment) and
development of a concept
Installer of hot enabling
Example: the host spot for
spots (service)
technology, wireless
WAN network infrastructure
broadband
equipment
supplier
WLAN network
equipment
supplier
Location (Hot
Spot)
Eduardo Vasconcellos
19. Alliances and Competitiviness
Major global companies have an average of
60 strategic alliances
35% of sales revenues were a direct result
of global alliances in 2002 (2% in 1980)
Price of stocks grows 1% with the
announcement of a new alliance
Study with 500 companies (1.572 alliances)
Source: Sloan Management Review,
Eduardo Vasconcellos
20. Growth of Cooperative
R & D versus Individual R & D
R&D in cooperation
100%
R&D – Individual mode
80%
60%
40%
20%
0% Ja
Fr pa W En Un
an n es gla ite
ce tern nd d
Ge St
ate
rm s
an
y
Source:Lewis, J.
Eduardo Vasconcellos
21. Reasons for Failure (Source: K. Harrigan)
Unequal size
Uneven experience in business risk
Different expectations regarding the return
on investment deadline
Personal incompatibilities between teams
Breach of promises
Conflicting styles of management – culture
Eduardo Vasconcellos
22. Additionl Reasons for Failure
Hidden agendas
Changes in partners' strategies
Lack of a monitoring system of the health
of the partnership
Inadequate organizational structure
Eduardo Vasconcellos
23. Culture – JVs Finland - China
Difficult to gain the trust of the Chinese
Among the provinces Dongguan, Shenzhen and
Beijing, the same law had different interpretations
and different periods of execution
Chinese complain that there was no transparency
on the costs of purchases of components and raw
materials
Carrying out the contract has a different value
between Chinese and Finnish cultures.
Eduardo Vasconcellos
24. INTERNATIONAL TECHNOLOGY
ALLIANCES:
The Parent-Subsidiary Relationship
BAGLIERI, Vincenzo SDA Bocconi
BRUNO, Marcos University of São Paulo
GRANDO, Alberto SDA Bocconi
VASCONCELLOS, Eduardo University of São Paulo
THANK YOU
IAMOT 2009. Orlando, Florida, USA. April 5-9, 2009
Eduardo Vasconcellos