Hoe een alliantie met een sterkere partner managen

Actueel

Navigating alliances with bigger partners: one of the most crucial questions is 'how to work with larger partners'. On the one hand, the surest way for a start-up to get the resources it needs is to form an alliance with a much bigger and more established company. On the other, interacting with that larger company can be dangerous.

As an example of that possible danger, how do you stop a company 20 times your size from paying too little for your idea – or even stealing it outright? My colleague, Joris Knoben, Professor of Business Economics at Radboud University, and I have given a lot of thought to what we call this “guppy versus whale” problem. We never found the data to study the question empirically, however, until I stumbled onto something I thought might work. While I was doing resea...

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