Feasibility of strategic alliance as an entry strategy into markets dominated by major competitors

Journal of Small Business and Enterprise Development

Volumn 7, Issue 1, 2000, Pages 43-57

  Sheang Lee, K ^a   Hua Lim, G ^a   Tan, J ^a  

^a NATIONAL UNIVERSITY OF SINGAPORE   (Singapore)

Author keywords

Alliances; Market entry; Operational research; Small to medium sized enterprises; Strategy

Indexed keywords

EID: 84991592885     PISSN: 14626004     EISSN: None     Source Type: Journal    
DOI: 10.1108/EUM0000000006804     Document Type: Article

References (48)

1. Axelrod, R. M. (1984) The Evolution of Cooperation, Basic Books, New York.
2. Bennett, R. (1989) Small Business Survival, Pitman, London.
3. Bhide, A. (1994) ‘How Entrepreneurs Craft Strategies that Work’, Harvard Business Review, (March± April), 150-161.
4. Bradburd, R. M. and Ross, D. R. (1989) ‘Can Small Firms Find and Defend Strategic Niches? A Test of the Porter Hypothesis’, Review of Economics and Statistics, 71(2), 258-262.
5. Brouthers, K. D., Brouthers, L.E. and Wilkinson, T. J. (1995) ‘Strategic Alliances: Choose your Partners’, Long Range Planning, 28(3), 18-25.
6. Chisnall, P. M. (1987) Small Firms in Action, McGraw-Hill, London.
7. Colleran, J. F. (1985) ‘Strategic Marketing Considerations for the Small Firm’, European Journal of Marketing, 19(5), 17-31.
8. Cook, K. J. (1992) AMA Complete Guide to Small Business Marketing, NTC Business Books, Lincolnwood.
9. Coviello, N. E. and Munro, H. J. (1995) ‘Growing the Entrepreneurial Firm: Networking for International Market Development’, European Journal of Marketing, 29(7), 49-61.
10. Cox, T., Hooley, G. J. and Lynch, J. E. (1994) ‘Marketing in Small and Medium-sized Companies’, in J. Saunders (ed.) The Marketing Initiative, Prentice-Hall, Hertfordshire, UK.
11. Czinkota, M. R. and Ronkainen, I. A. (1995) International Marketing, 4th edn, Dryden Press, Fort Worth.
12. Das, T. K. and Bing-Shing Teng (1997) ‘Sustaining Strategic Alliances: Options and Guidelines’, Journal of General Management, 22(4), 49-64.
13. Eden, L., Levitas, E. and Martinez, R. J. (1997) ‘The Production, Transfer and Spillover of Technology: Comparing Large and Small Multinationals as Technology Producers’, Small Business Economics, 9(1), 53-66.
14. Eisenhardt, K. M. (1989) ‘Building Theories From Cash Study Research‘, Academy of Management Journal, 14(4), 532-550.
15. Gerson, R. F. (1994) Marketing Strategies for Small Business: Practical Marketing Techniques & Tactics, Crisp Publications, Menlo Park.
16. Greenfeld, W. M, (1989) Developing New Ventures, Harper & Row, New York.
17. Harrigan, K. R. (1988) ‘Joint Ventures and Competitive Strategy’, Strategic Management Journal, 9, 141-158.
18. Johanson, J. and Mattsson, L. G. (1988) ‘Internationalization in Industrial Systems — a Network Approach’, in N. Hood and J. E. Vahlne (eds) Strategies in Global Competition, Croom Helm, London.
19. Kotler, P. (1996) Marketing Management: Analysis, Planning, Implementation, and Control, 9th edn, Prentice-Hall, Upper Saddle River.
20. Lauenstein, M. C. (1986) What's Your Game Plan? Creating Business Strategies That Work, Dow Jones-Irwin, Homewood.
21. Lee, K. S., Lim, G. H. and Tan, S. J. (1999a) ‘Dealing with Resource Disadvantage: Generic Strategies for SMEs’, Small Business Economics, 12(4), 299-311.
22. Lee, K. S., Lim, G. H. and Tan, S. J. (1999b) ‘Conventional Strategy Frameworks and their Applicability to SMEs: Lessons from a Case Study’, Journal of Small Business Strategy, 10(1), 25-40.
23. Lorange, P. and Roos, J. (1992) Strategic Alliances: Formation, Implementation, and Evolution, Blackwell Business, Cambridge, USA.
24. Lynch, R. P. (1989) ‘Building Alliances to Penetrate European Markets’, Journal of Business Strategy, (March/April), 4-36.
25. Mehta, S. C., Faheem, U. S. and Mehta, S. S. (1994) ‘Response of Traditional Retailing to Environmental Challenges in a Fast Developing Economy: An Innovative Experience in Singapore’, Journal of Asian Business, 10(1), 79-97.
26. Mendelssohn, J. (1991) ‘Small Firms and the Marketing Mission’, Accountancy, 107, 96-97.
27. Moore, C. W. and Longenecker, J. G. (1987) Small Business Management, 7th edn, South-Western Publishing Company, Cincinnati.
28. Moorthy, K. S. (1985) ‘Using Game Theory to Model Competition’, Journal of Marketing Research, XXII, 262-282.
29. Nilson, T. H. (1995) Chaos Marketing: How to Win in a Turbulent World, McGraw-Hill, London.
30. O'Neill, H. M. and Duker, J. (1986) ‘Survival and Failure in Small Business’, Journal of Small Business Management, 24(1), 30-37.
31. Paley, N. (1989) The Manager's Guide to Competitive Marketing Strategies, AMACOM, New York.
32. Pelham, A. M. and Wilson, D. T. (1996) ‘A Longitudinal Study of the Impact of Market Structure, Firm Structure, Strategy, and Market Orientation Culture on Dimensions of Small-firm Performance’, Journal of the Academy of Marketing Science, 24(1), 27-43.
33. Perry, C. (1987) ‘Growth Strategies for Small Firms: Principles & Case Studies’, International Small Business Journal 5(2), 17-25.
34. Porter, M. E. (1980) Competitive Advantage: Creating and Sustaining Superior Performance, Free Press, New York.
35. Reid, G. C. (1993) Small Business Enterprise: An Economic Analysis, Routledge, London.
36. Reid, G. C. and Jacobsen, L. R. (1988) The Small Entrepreneurial Firm, Aberdeen University Press, Aberdeen.
37. Robinson, R. B. and Pearce, J. A. (1984) ‘Research Thrusts in Small Firm Strategic Planning’, Academy of Management Journal, 25, 80-93.
38. Scarborough, N. M. and Zimmer, T. W. (1991) Effective Small Business Management, 3rd edn, Merrill, Columbus.
39. Scase, R. and Goffee, R. (1980) The Real World of the Small Business Owner, Croom Helm, London.
40. Selten, R. (1978) ‘The Chain-store Paradox’, Theory and Decision, 9(2), 127-159.
41. Shubik, M. (1982) Game Theory in the Social Sciences: Concepts and Solutions, MIT Press, Cambridge, MA.
42. Suarez-Villa, L. (1998) ‘The Structures of Cooperation: Downsizing, Outsourcing and the Network Alliance’, Small Business Economics, 10(1), 5-16.
43. Tarkenton, F. and Boyett, J. H. (1991) The Competitive Edge: Essential Business Skills for Entrepreneurs, Plume, New York.
44. Terpstra, V. and Sarathy, R. (1997) International Marketing, 7th edn, Dryden Press, Orlando.
45. Waterworth, D. (1987), Marketing for Small Business, Macmillian, Basingstoke.
46. Watkin, D. G. (1986) ‘Toward a Competitive Advantage: A Focus Strategy for Small Retailers’, Journal of Small Business Management 24(1), 9-15.
47. Weinrauch, D. J., Mann, O. K., Robinson, P. A. and Pharr, J. (1991) ‘Dealing with Limited Financial Resources: A Marketing Challenge for Small Business’, Journal of Small Business Management 29(4), 44-54.
48. Williams, L. D. (1990) ‘Marketing Programs, Strategies & Tactics for Small and Medium Size Enterprises’, International Conference of Small & Medium Scale Enterprises. Part 2, Langkawai, Malaysia.