Issues in the choice of supplier alliance partners

Abstract Supplier alliances have been widely touted but there are probably a limited number of situations where they are applicable. This paper develops a model of important factors that define which suppliers offer the best choices for pursuing alliance‐like relationships. Some factors relate to the technology of the goods or services being sourced; others relate to the ability to develop mutual goodwill trust with the targeted supplier. The model was developed through a combination of extensive literature reviews and a series of interviews with managers in 15 manufacturing and service firms.