전략적 제휴의 진화에 따른 교섭력 및 제휴성과 변화에 관한 연구: 국내 진출 다국적 제약사 사례를 중심으로

While the studies on bargaining power in resource dependency theory have been mostly about dynamics of vertical transaction such as resource preemption in terms of SCM, this study examined how the bargaining power was evolved and impacted on process of forming the alliance and creating values with their performances by horizontal strategic alliances from mutual complementary learning perspective not rather than from competitive SCM perspective, which this case study was analyzed by the strategic alliances between multi-national companies in Korea and domestic companies in pharmaceutical industry. As the pharmaceutical industry, which is knowledge and biotechnology-intensive industry, is subject to bargaining power because there are different core competencies between multi-national companies in Korea having their proprietary drugs protected by the patent and domestic companies acquiring extensive distribution channels and sales forces, it would be good case study on bargaining power perspective. This case study from bargaining power perspective found that the variance of bargaining power balance between both parties in forming initially strategic alliance has been evolving to enhance their performance, to expand their alliance, or to terminate their partnership by impact from strategic environmental changes and continuous interaction such as sharing mutual complementary knowledge and learning. Although the strategic alliance has established under the imbalance of bargaining power between partners at the time of forming the alliance by motive and level of dependence for the alliance, the bargaining power could be changed by the interaction after the alliance and achieving the balance of bargaining power increased the satisfaction and the performance of the alliance, then raised sustainability of the alliance.