Strategic alliances offer plenty of benefits to the companies involved, but they also pose significant challenges. Though some alliances are successful, others end dismally. What are the secrets of this powerful competitive tool?

Executive Summary

What advantages do strategic alliances offer? What factors must converge for them to succeed? This article analyzes research results in the field of strategic alliance management, as carried out by IESE Professor África Ariño. Prof. Ariño’s area of expertise is contracts stipulating alliance conditions. Ariño receive a Research Excellence award from the Alumni Association for her article “Strategic Alliance Contracts: Dimensions and Determinants of Contractual Complexity,” written jointly with Jeffrey J. Reuer from the University of North Carolina Kenan-Flagler Business School and published in Strategic Management Journal.