How to Manage Alliances Better Than One at a Time

Pierre Dussauge (), Ulrich Wassmer () and Marcel Planellas
Additional contact information
Pierre Dussauge: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique
Ulrich Wassmer: Department of Management - John Molson School of Business
Marcel Planellas: Department of Business Policy - ESADE - École supérieure d'administration et de direction d'entreprises = Escola Superior d'Administració i Direcció d'Empreses [Ramon Llull University]

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Abstract: This article presents information about the importance to companies of thoroughly analyzing and managing alliances with other businesses in order to maintain good relationships. The article cites the case of French food company Groupe Danone and its relationship with Hangzhou Wahaha Group Co. Ltd., the leading Chinese bottled water and nonalcoholic beverage company. This profitable relationship ended because Hangzhou accused Danone of having alliances with rival companies. Managers should develop business frameworks that provide proper analysis of such alliances.

Keywords: STRATEGIC alliances (Business); MANAGEMENT; STRATEGIC planning; BUSINESS planning; BUSINESS models (search for similar items in EconPapers)
Date: 2010
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Citations: View citations in EconPapers (7)

Published in Sloan Management Review, 2010, 51 (3), pp.77-84

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00537079

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