Partner characteristics for joint venture and business alliance success

Strongly				Strongly
Agree	Agree	Neutral	Disagree	Disagree

I am always on the lookout for new and better ways of doing things.

The long-term performance of the business is more important to me than the short term.

Before I take any major decisions I need to consider all the facts and eventualities. I do not like taking risks.

I only feel comfortable entering into an alliance with another party if I have adequate guarantees about the other party's behavior or if I have the power to control this behaviour.

Collaborating with other firms may result in a loss of autonomy and independence and this is not something that I feel comfortable with. I always like to have full control over the way I conduct business.

When contemplating an alliance I fear that the other party will not fulfil its obligations, or may act in an opportunistic way or somehow abuse the relationship.

I am willing to invest my time and money in building an alliance even if I do not have all the facts and information about the other party at the outset.

I can only trust potential business partners who have first demonstrated their trust in me.

I do not mind if the other party is benefiting more from the alliance than my business. In an alliance, my main objective is to be better off than I would have been if I acted alone.

10.

It is not worth investing in an alliance unless this can bring immediate benefits to my business. Aiming and working for long-term benefits is too risky.

Strongly				Strongly
Agree	Agree	Neutral	Disagree	Disagree

11.

I know how to run my business and do not really feel that there is much I can learn from my competitors or business partners.

12.

Communication is important in business but not as much as meeting deadlines and focusing on the tasks at hand.

13.

I am a strong believer in the sharing of information and have no problem with divulging sensitive information about my business to employees and business partners if I think they need it to work with me effectively.

14.

I prefer taking important decisions jointly with my business partners rather than by myself. Decisions are better when all parties are involved.

15.

I am worried that as my business grows I will not be able to coordinate the work among all the people involved. An alliance with another firm makes things even more complicated and I'm not sure that I can handle it.

16.

If I know that I'm right I will not change my ways simply to please my business partner and maintain good relations.

17.

I spend a lot of time reviewing the performance of my business and questioning the way we work. I know the strengths, weaknesses and competitive advantages of my business at the tips of my fingers.

18.

One of the main reasons why I would enter into an alliance is to avoid conflict with an existing or potential competitor.

19.

One of the main reasons why I would not enter into an alliance is because it is bound to lead to conflict sooner or later.

Strongly				Strongly
Agree	Agree	Neutral	Disagree	Disagree

20.

Forming an alliance with a suitable partner may take a long time but I have the patience and perseverance to wait as long as it takes to reach a mutually acceptable agreement.

21.

Personal relationships are more important than structure, rules and procedures.

22.

I would not commit to a business alliance without the consensus of my fellow directors / shareholders, even if I had the authority to do so.

23.

I feel that partnering with another firm would be somewhat disloyal to the existing shareholders and employees of my business.

24.

Forming a strategic alliance involves considerable expense and I do not like to spend money on something which may not succeed.

25.

I spend a lot of time networking and enjoy meeting people and looking out for new business opportunities.

26.

I know a lot about business alliances and the difference between the various forms of alliances, such as joint ventures, cooperation agreements, networks etc.

27.

If I am in disagreement with another party, but I have more bargaining power, I would tend to: (choose the statement which best describes your behaviour)

- Use my bargaining power and implement the solution which best suits my interests
- Try to negotiate a mutually acceptable solution, even if this is not in my ideal option
- Use confrontational methods to emphasise my power in the relationship
- Smooth over' the disagreement and try to maintain harmony at all costs

Please make a selection.

28.

I have read a number of articles and/or at least one book about strategic alliances.

Yes No Please make a selection.

29.

I am an active member of at least one organisation (club, trade association, professional body etc.) which provides me with networking opportunities.

Yes No Please make a selection.

30.

What is your position in the business?

- Owner manager (CEO or equivalent with a share in the business)
- Employed top executive (CEO or equivalent with no share in the business)
- Executive management
- Non-executive
- Other

31.

How many full-time employees does your business employ?

0-9 10-49 50-250 >250 Please make a selection.

Questions 32 to 34 are intended to establish whether you are involved in a family business. This is needed to provide you with feedback about how you compare with other family or non-family business owners / managers.

32.

Do more than two persons from your immediate or extended family hold shares in the business?

Yes No Please make a selection.

33.

Is the business controlled by family members?

Yes No Please make a selection.

34.

Is the business the main source of income for these family members?

Yes No Please make a selection.

35.

Have you ever been involved in a strategic alliance with another business?
(This could be a partnership, joint venture, cooperation agreement, or similar arrangement with another firm established with the intent of accomplishing mutually compatible goals that would have been difficult for you to accomplish alone.)

Yes No Please make a selection.

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