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How to Manage Alliances Better Than One at a Time

Pierre Dussauge 1 Ulrich Wassmer 2 Marcel Planellas 3
1 GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC
2 Department of Management
3 Department of Business Policy
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
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https://hal-hec.archives-ouvertes.fr/hal-00537079
Contributor : Antoine Haldemann <>
Submitted on : Wednesday, November 17, 2010 - 3:54:51 PM
Last modification on : Thursday, January 11, 2018 - 6:19:31 AM

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  • HAL Id : hal-00537079, version 1

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CNRS | HEC | PARISTECH

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Pierre Dussauge, Ulrich Wassmer, Marcel Planellas. How to Manage Alliances Better Than One at a Time. Sloan Management Review, Massachusetts Institute of Technology, 2010, 51 (3), pp.77-84. ⟨hal-00537079⟩

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