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Cases in Alliance Management

Cases in Alliance Management
Building Successful Alliances

September 2006 | 336 pages | SAGE Publications, Inc
The Ivey Casebook Series is a co-publishing partnership between SAGE Publications and the Richard Ivey School of Business at The University of Western Ontario. Due to their popularity in more than 60 countries, approximately 200 new cases are added to the Ivey School of Business library each year. Each of the casebooks comes equipped with instructor's resources on CD-ROM. These affordable collections will not only help students connect to real-world situations, but will benefit corporations seeking continued education in the field as well.    

Drawn from best practices, this casebook provides a practical road map and real-life case studies to help students develop the necessary skills to design, negotiate, and manage domestic and international alliances. Editors Jean-Louis Schaan and Micheál J. Kelly have organized this book around the four major phases in the alliance formation and management process—strategic rationale, partner selection, negotiation, and implementation.  

Key Features:
  • Offers best practices in alliance management: Students are provided with state-of-the-art research findings and best practices about alliance management so that they have both a comprehensive understanding of alliance management challenges and practical ideas as to how managers approach them. Up-to-date references provide readers with the latest thinking and research.
  • Provides flow charts for each phase of the alliance process: The material presented in the text provides a context for assessing the value of alliances to a business and its ability to pursue them. Step-by-step frameworks help students analyze each of the phases in the alliance process and develop their analytical skills.
  • Presents a diverse array of real-life case studies: The case studies provide an opportunity to create different classroom learning experiences including case discussions, role plays, and negotiation exercises to enhance students' problem-solving and decision-making skills. The examples cover equity and non-equity alliances in a variety of industry sectors and regions of the world.  
  • Includes instructor's resources on CD-ROM with detailed 6-10 page casenotes for each case, preparation questions for students to review before class, discussion questions, and suggestied further readings.
Intended Audience: This is an ideal text for advanced undergraduate and graduate courses such as Corporate Strategy, Strategic Management, and Strategic Alliances in the fields of International Business and Strategy.  

The IVEY Casebook Series
Cases in Business Ethics
Cases in Entrepreneurship
Cases in Gender & Diversity in Organizations
Cases in Operations Management
Cases in Organizational Behavior
Cases in the Environment of Business
Cases in Alliance Management
Mergers and Acquisitions: Text and Cases

Paul Beamish
Introduction to the Ivey Casebook Series
1. Should you build a Strategic Alliance?
Cambridge Laboratories: Proteomics

Fishery Products International Ltd.: A New Challenge

Non Stop Yacht, S.L.

Strategic Direction at Quack.Com (A)

Pharma Technologies Inc.

Alpes S.A.: a Joint Venture Proposal (A)

2. Selecting the Right Partner
Ben & Jerry’s- Japan

Larson in Nigeria

Privatizing Poland’s Telecom Industry: Opportunities & Challenges in the New Economy & E-Business

Prosoft Systems Canada (A)

Cameron Auto Parts (A)

3. Negotiating and Designing an Alliance
lue Ridge Spain

Teqswitch Inc.: Business in Buenos Aires

Textron Ltd.

Nora Sakari


Eli Lilly in India: Rethinking the Joint Venture Strategy

4. Implementing Winning Conditions

Canadian Closures (A)

Cameco in Kyrgystan: Corporate Social Responsibility Abroad

Wil-Mor Technologies: Is There a Crisis?

Wuhan Erie Polymers Joint Venture

About the Editors

This book is highly practical and readable. The combination of introductory theory followed by detailed case studies is highly effective. The book's simple structure, based around the four key stages of building an alliance is also very good, and fits very well with the approach we take on our courses. Some further practical guidance on the negotiation process with reference to tools such as BATNA would be a useful addition.

Dr Tina Barnes
Warwick Manufacturing Group, Warwick University
August 15, 2014

Good range of courses, some of the biotech orientated, which was good. Unfortunately it was not easy to structure a semester long course around the book, but it seems as though it would be very good for a case on international management.

Professor Richard Conroy
Biotechnology Program, University of Maryland - University College
April 21, 2011

Rather limited theoretical foundation on the subject of strategic alliances. Cases focused on large companies.

Mrs Rita Deuren, van
Management , Fontys University of Applied Sciences
November 24, 2009
Key features
  • Best practices in alliance management. Provide students with state of the art research findings and best practices about alliance management so that they have both a comprehensive understanding about alliance management challenges and practical ideas as to how managers approach them
  • Flow Charts for each phase of the alliance process. Provide students with step by step frameworks designed to help them analyze each of the phases in the alliance process and develop their analytical skills
  • Diversity of alliance types and industries. The cases provide an opportunity to create different classroom learning experiences (case discussions, role plays, negotiation exercises, etc.) to enhance students problem solving and decision making skills as well as allow instructors to structure a course around a variety of themes (alliance phase, equity and non-equity alliances, etc.) 
  • The diversity of countries covered. Provides students with an opportunity to learn about management practices in different continents and cultures as well as allows instructors to bring variety and enhance the learning experience of the students by comparing and contrasting practices in different countries 
  • Text written in a very pragmatic style. Easy to read and dense content facilitate retention 
  • References. Up to date references allow students and instructors to drill down each phase of the alliance process with the latest thinking and research 


Sample Materials & Chapters

Chapter 1

Chapter 3

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