The mating dance: a case study of local partnering processes in developing countries

Anne Smith and Marie-Claude Reney

European Management Journal, 1997, vol. 15, issue 2, 174-182

Abstract: The selection of local partners in developing countries is an important issue for telecommunications firms from developed countries. Managers in these companies know that selection of the right local partner is critical to placing a winning bid for emerging tele communications projects. Yet, they are frustrated by the 'black box' of local partner selection. Anne Smith and Marie-Claude Reney propose that the local partner selection process is a series of four dilemmas that managers face as they proceed into developing countries and search for local partners. This process is illustrated by the experiences of one North American telecommunications service firm from 1989 through 1994.

Date: 1997
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