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E-Business Transformation via Alliance Clusters

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The number of firms using alliances as part of their corporate venturing or market entry strategies has surged over the past decade. Three common reasons cited for pursuing alliances are technology convergence, market access and alliance partners' complementary resources. This paper contrasts the alliance strategies of HP and IBM, two major competitors in electronic services (i.e. Internet-based 'e- service') businesses, using the Familiarity Matrix as a display tool to portray the strategies. Whereas the HP strategy is to attempt to establish its technology infrastructure as the standard e-services infrastructure on the Internet, IBM aims to position its IBM Global Services, rather than its technology, at the center of this ecosystem.
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Document Type: Research Article

Affiliations: 1: Gapardis Inc., Miami, FL, USA 2: State Street Global Markets, Boston, MA, USA 3: Xerox Global Services, Webster, NY, USA 4: Sloan School of Management, MIT, Cambridge, MA, USA

Publication date: 2004-12-01

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