Key Factors for Successful Evaluation and Screening of Strategic Alliance: A Case Study in the Telecommunications Industry

This research uses the Analytical Hierarchy Process (AHP) to analyze key factors in evaluating and screening strategic alliance partners in the telecommunications industry. Telecommunications companies can utilize key factors of strategic alliances to provide self-growth and obtain competitive advantage opportunities for expanding global market share. This research summarizes the evaluation and screening criteria of strategic alliance partners via a questionnaire of 30 Chunghwa Telecom executives who had actually participated in alliance decisions or related tasks and who had employed AHP screening criteria. Findings include three key factors in evaluating and screening partners: complementation of marketing channels and skills, past cooperation experience of both parties, and complementation of technology and resources. This research can provide a reference to telecommunication companies when evaluating and screening partners.