Alliance-building Process as Inhibiting Factor for SME International Alliances

This study examines how the alliance‐building process affects the intention to enter into international alliances in the case of small and medium‐sized enterprises (SMEs). From a psychological perspective (Perceived Behavioural Control), the authors analyse the alliance‐building process as an inhibitor of the international collaboration intention, considering to what extent the experience affects the intention of the partners involved. The study explores these hypotheses based on a sample of 220 Spanish SMEs. The results provide empirical evidence showing that the intention to develop international alliances is negatively affected by the search and the selection process as well as by the negotiation of the agreement, which reduces the intention to establish an international agreement. In addition, the intention is moderated by the experience of the SME manager. Moreover, there is a negative relationship between the extent of the SME manager's international experience and the intention to develop an international alliance.