Partner Selection and Relationship Partner Selection and Relationship DevelopmentDevelopment

Professor Levent AltinayProfessor Levent AltinayStrategy and EntrepreneurshipStrategy and Entrepreneurship

Oxford Brookes UniversityOxford Brookes University

Partner Selection Criteria....Partner Selection Criteria....

Brand: Brand: Reputation and imageReputation and imageExperience and knowhow Experience and knowhow Size, market share and length of time operatingSize, market share and length of time operating

Product/serviceProduct/serviceQuality of product/serviceQuality of product/serviceProduct line/varietyProduct line/variety InnovationInnovationLevel of skill required Level of skill required

Partner Selection Criteria....Partner Selection Criteria....

‘‘Trustworthy’Trustworthy’Responsible Responsible Communication: effectiveness & efficiencyCommunication: effectiveness & efficiency

Support providedSupport providedPre and post partnershipPre and post partnership

Supply chain logisticsSupply chain logistics Degree of flexibility Degree of flexibility Long term, ambitious plans for growthLong term, ambitious plans for growth

Relationship Development……..Relationship Development……..

Relationship is developed both at pre and post stages of partnership

Good quality relationship leads to satisfaction and financially beneficial partnership

Trust, in the forms of benevolence, honesty and competence, is essential for relationship development

Brand Reputation and InfrastructureBrand Reputation and InfrastructureExpertiseExpertiseSupportSupport

Positive and Sincere AttitudePositive and Sincere AttitudeResponsive and ConsiderateResponsive and ConsiderateTransparencyTransparencyWillingness to adaptWillingness to adaptFriendshipFriendship

BenevolenceBenevolenceHonestyHonestyCompetenceCompetence

Communication and Communication and Knowledge FlowKnowledge Flow

Competence Related AntecedentsCompetence Related Antecedents

Attitudinal Related AntecedentsAttitudinal Related Antecedents

Components of TrustComponents of Trust

Relationship Development…..Relationship Development…..