Successful strategic alliances with international （成功的战略联盟与国际）.pdf

232 Int. J. Business Innovation and Research, Vol. 3, No. 3, 2009 Successful strategic alliances with international partners: key issues for small- to medium-sized enterprises Van R. Wood* Department of Marketing, School of Business, Virginia Commonwealth University, 1015 Floyd Avenue, Richmond, VA 23284-4000, USA E-mail: vrwood@ *Corresponding author Dennis A. Pitta University of Baltimore, 1420 N. Charles Street, Baltimore, MD 21201 5779, USA E-mail: dpitta@ Frank J. Franzak Virginia Commonwealth University, Richmond, VA 23284-4000, USA E-mail: fjfranza@ Abstract: As international markets grow, many small- and medium-sized enterprises (SMEs) are finding lucrative opportunities to serve overseas consumers and source from overseas suppliers. The impact of information technology has made world-wide communication easier and more rapid. Some SMEs are literally ‘born global’, ready to do business on the internet. For many SMEs, this new commercial frontier offers both great promise and the challenge of determining: What are the key drivers of success in new and unknown international markets? This article focuses on this question from the perspective of strategic alliances in the global business environment. It develops a model to guide SMEs in managing overseas partners or allies that will ‘fit’ best with their company and their ambitions. The model provides SMEs with both strategic and tactical dimensions that are key international business arena. This article guides SMEs to ‘get