Strategic Alliances at Clariant: The Tianjin Joint Venture in China

Item Type Case Study

The events of this case took place in the Pigments & Additives Division of Clariant - a Swiss-based multinational chemical firm. Given increasing price pressures on the world market and the need to enter new markets, the Clariant AG established a production joint venture in China. In particular, the case illustrates decision making in the single phases of the evolution process of a production joint venture. Starting from the business logic for the joint venture, the phases of partner selection, negotiation, alliance design, and alliance management are elaborated. The case also poses key factors necessary for cost efficient and trustful cooperation strategies. Additionally, it presents options to cope with the international and local market dynamics by modifying strategic usage of the joint venture. The case covers the period from 1994 to 2006.

Authors Lechner, Christoph & Gesing, Nicola
Language English
Keywords Strategic alliances, alliance design, negotiations,
Subjects business studies
HSG Classification contribution to education
Refereed No
Date 2007
Publisher European Case Clearing House (ECCH)
Number 307-396-1M
Depositing User Prof. Dr. Christoph Lechner
Date Deposited 15 Aug 2007 11:14
Last Modified 23 Aug 2016 11:02


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Lechner, Christoph & Gesing, Nicola: Strategic Alliances at Clariant: The Tianjin Joint Venture in China. European Case Clearing House (ECCH), 2007.

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