Social Ties and Partner Identification in Sino-Hong Kong International Joint Ventures

Peter Leung-Kwong Wong and Paul Ellis
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Peter Leung-Kwong Wong: ING Life Insurance
Paul Ellis: Hong Kong Polytechnic University

Journal of International Business Studies, 2002, vol. 33, issue 2, 267-289

Abstract: Partner identification is an important and under-studied precursor to selection and eventual performance of international joint ventures (IJVs). The mechanics of the identification process were investigated in-depth across a sample of eighteen Sino-Hong Kong IJVs using the case study research method. The cross-case findings of this exploratory investigation support the idea that social networks provide a valuable resource for reducing IJV partner search costs. Specifically, the findings reveal that while weakly-linked bridge ties are valuable in identifying potential partners, searches based on strong ties tend to be shorter and provide a more robust basis for inter-partner cooperation.© 2002 JIBS. Journal of International Business Studies (2002) 33, 267–289

Date: 2002
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