This case is intended to be used in an International Business or Strategic Management course to introduce the topic of entry strategy development and evaluation. Victor Yang, founder and Senior Vice President of Strategy and Business Development at Enter Active Media International (EAM), must decide whether or not EAM should enter the China market and if so, work with the executive team to develop an entry strategy. EAM is a privately held company, headquartered in Singapore, which develops and distributes interactive solutions aimed at mobile phone service providers (SP). EAM’s solution, called “Genie” consists of in-store kiosks that are located in every SP’s retail outlet and provide information about service plans and handsets to customers without having to talk to a customer service representative (CSR). On the back end, Genie provides detailed usage and demographic statistics to SPs. Even though EAM has operated successfully in several countries in South East Asia, the Chinese market presents unique challenges. Telecommunications sectors in most South East Asian countries have evolved in a similar way, with government owned monopolies being opened to competition from the private sector. China’s telecommunications sector, however, has evolved in a different way. In China, Provincial Post and Telecommunication Authorities (PTA) independently operate telecommunication networks in every city, which means EAM has to negotiate individual contracts in every city. Intellectual Property (IP) protection is another source of concern for EAM. It is not clear when or even whether China will develop a world-class IP protection system. Several experts believe China will follow the same path as countries such as Japan, Korea and Taiwan, which developed solid IP protection systems as they started producing IP worth protecting. On the other hand, some experts argue that this will never happen, since most R&D efforts in China are aimed at creating derivative technologies in order to avoid paying royalties, not true innovation requiring protection. It is also unclear whether or not there is a demand for EAM’s services in China. Finally, Dr. Thomas Chou, Victor’s partner, had suggested that EAM provide its services as a website and find ways to generate revenue through online advertisement instead of using EAM’s current business model. Victor and the rest of the executive team agree that EAM will enter the China market at one point, but questions remain about the right business model and whether this is the right time. India, Latin America and Eastern Europe seem like safer bets for the time being. Should EAM enter the China market now? If so, what should be their strategy? These are the questions Victor is trying to answer during his trip to Taiwan to finalize a contract with Vibo Telecom, one of the Island’s 3G mobile service provider

合作策略為企業營運中的一個重要策略，其合作標的屬短期性三至五年．具特定事業目的．可獨立計算盈虧者，稱為專案合作。合作之對象稱為合作夥伴。企業針對某一專案，尋找可能之合作夥伴的行為稱為專案合作夥伴之選擇策略。 本論文以公共工程合作投標為例，採用個案研究法進行探索性研究，探討合作的發生程序，以及相關構面之間的關係。由七家公司所屬的十二個專案案例之中，歸納得到一般化之合作夥伴選擇模式：公司之業務目標和本身所具有之特定條件之不同，對市場門檻產生不同之解釋；由解釋轉化為策略構想的過程中，又受到公司特定之習性與其內部限制的影響。一般之策略構想包括合作形式和合作夥伴之蒐尋程序。在夥伴蒐尋程序之中，包括兩個選擇動作：策略性選擇和戰術性選擇；但，並不是每個公司都能明顯的區分兩個動作。在研究中發現，廠商因其知名度．年資與營業額之不同可分為傳統型和新進者兩種；因對技術功能之整合程度不同，在經營策略上可分為經營導向和技術導向兩種。結合這兩個區隔構面可有四個區隔用以區隔個案廠商。其重要發現為：1. 在技術引進期或成長期，傳統廠商之策略上越是經營導向，由於風險迴避之決策基準，越會選擇超大型廠商為夥伴，若能找到這種合作夥伴，將趨向建立共攤風險之緊密合作關係；若不能找到超大型合作夥伴，則趨向以技術形象為選擇標準，建立各自負責之鬆散合作關係。2. 在技術引進期或成長期，傳統廠商在策略上越是技術導向，由於追求利益之決策基準，越會選擇技術先進廠商，建立關鍵性技術指導之鬆散合作關係；若無法找到此類廠商，則以取得資格為標準，建立最鬆散之交易式合作關係，或各自負責之分工合作關係。3. 越是新進廠商，由於形象與知名度均不足，可撰擇之潛在合作夥伴越少；趨向建立交易型態之最鬆散合作關係以取得資格的可能性越大。

Diss. Stockholm : Handelshögskolan

Orientador: Sandro Caramaschi / Resumo: Estudos científicos apontam que a expressividade do humor é um componente que pode favorecer ou firmar interações pessoais, e ainda, um dos critérios de predileção utilizado como característica para escolha de parceiros amorosos. Esta pesquisa de caráter quantitativo, descritivo, comparativo e correlacional com universitários, estudantes de uma universidade pública do interior do estado de São Paulo e tem o intuito de identificar o estilo de humor pessoal, o estilo de humor como critério na escolha de parceiros amorosos e as relações entre estilos de humor e habilidades sociais desses estudantes por meio dos pressupostos teóricos da Psicologia Evolucionista. Para isso, um questionário (Humor Styles Questionnaire) foi traduzido e adaptado a dois instrumentos para uso no contexto brasileiro, favorecendo a identificação do estilo de humor pessoal e do estilo de humor apontado pelos participantes como critério à escolha de parceiros amorosos, além do uso do Questionário de habilidades sociais, comportamentos e contextos para universitários (QHC-Universitários) para verificar as habilidades sociais dos estudantes em correlação ao estilo de humor. Este estudo buscou verificar as possíveis semelhanças entre os estilos de humor e sexo dos participantes, estilos de humor enquanto critério de escolha de parceiros idealizados e correlação ente estilos de humor e comportamentos habilidosos e não habilidosos. Resultados apontaram a prevalência do princípio da homogamia na comparação de es... (Resumo completo, clicar acesso eletrônico abaixo) / Abstract: Scientific studies indicate that expressiveness of mood is a component that can favor or establish personal interactions, and also a criterion of predilection used as a characteristic for choosing partners. This quantitative, descriptive, comparative and correlational research with university students from a public university in the interior of the state of São Paulo aims to identify the personal style of humor, humor style as a criterion in the choice of loving partners and the relationships between styles of humor and social skills of these students through the theoretical assumptions of Evolutionary Psychology. For this, a questionnaire (Humor Styles Questionnaire) was adapted to two instruments for use in the Brazilian context, favoring the identification of the style of personal humor and the style of humor pointed out by the participants as criterion to the choice of loving partners, besides the use of the Questionnaire of social skills, behaviors and contexts for university students (QHC-University) to verify the social skills of students in correlation with the style of humor. Thus, we sought to verify the possible similarities between the humor and sex styles of the participants, humor styles as a criterion for choosing idealized partners and correlation between mood styles and skilful and non-skilful behaviors. Results pointed out the principle of homogamy to prevail, coming to the encounter of the findings of the theory of evolutionary psychology, however, for the ... (Complete abstract click electronic access below) / Mestre

Att vara partner i de större revisionsbyråerna i Sverige innebär dels att en roll som delägare axlas och dels att individen fortsätter tjänstgöra i den operativa verksamheten. Medarbetarnas motivation till att ta klivet högst upp för karriärstrappan och anamma ett partnerskap har studerats. Däremot, en studie som ser till vad byrån letar efter hos den optimala partnern har tidigare inte genomförts. Syftet med studien är att utreda och skapa förståelse för den rekryteringsprocess som tillämpas när en ny partner ska väljas ut inom de större revisionsbyråerna i Sverige. Studien tillämpar en tvärsnittsdesign med en abduktiv ansats för att utreda hur rekryteringsprocessen genomförs i de fem största revisionsbyråerna i Sverige. Denna förståelse fångas genom kvalitativa intervjuer som genomförs med nuvarande partners. För att skapa förståelse för denna process ur ett teoretiskt perspektiv appliceras styrformerna; resultat-, beteende- och normativ styrning. Utifrån detta kan en teoretisk reflektion genomföras samt öppna för studiens abduktion genom en inducering av den empiriska informationen. Studien finner att revisionsbyråerna genomför både interna och externa rekryteringar, där interna rekryteringar förespråkas. Inom revisionsbyråerna finns tre olika partnertyper; omsättningspartners, ledarpartners samt specialister. Resultatet visar att en revisionsbyrå eftersöker individer med ett affärsmannaskap, genom en kommersiell attityd och entreprenöriella egenskaper. Dessutom är kandidatens förmåga att leda och utveckla medarbetare väsentligt. Trots ovan visar studiens resultat på att partnerrekryteringen är baserad på den aktuella situationen. / Being a partner in the big audit firms in Sweden means that a role as a part-owner is shouldered and that the individual continues to serve the operational activities. Employees' motivation to climb the stairs and embrace a partnership is previously studied. However, a study that observe what the accounting firm is looking for, to find the optimal partner has not been conducted before. The purpose of this thesis is to investigate and create an understanding of the recruitment process that is applied when a new partner is to be selected within the big accounting firms in Sweden. The study applies a cross-sectional design with an abductive approach to investigate how the recruitment process is carried out in the five largest accounting firms in Sweden. This understanding is captured through qualitative interviews conducted with current partners. In order to create an understanding of this process from a theoretical perspective, some control forms where applied; result, behavior and normative control. Based on this, a theoretical reflection could be conducted as well as open to the study's abduction through an induction of the empirical information. The study finds that the accounting firms applies both internal and external recruitment, where internal recruitment is advocated. There are three different types of partners within the accounting firms; sales partners, management partners and specialists. The result shows that an accounting firm seeks individuals with a business acumen, in terms of a commercial attitude and entrepreneurial characteristics. In addition, the candidate's ability to lead and develop employees is essential. Despite the above, the study's results show that the recruitment is based on the current situation.

Partnership is a universal part of human existence. Human partner selection has been long studied within evolutionary and sociocultural frameworks. One study by Townsend and Levy (1990) found that physical attractiveness and socioeconomic status influence male and female partner selection in distinct ways. The present study replicated and extended the work of Townsend and Levy, investigating how physical attractiveness, socioeconomic status, and race and ethnicity influence relationship willingness at various levels of involvement. A repeated measures ANOVA was conducted, and planned post hoc pairwise comparisons and parameter estimates were analyzed. We analyzed responses from 503 single American adults of four racial/ethnic groups under 16 test conditions. We found no significant difference in relationship willingness between male and female participants, so the findings of Townsend and Levy were not replicated. Further, there was no significant difference in relationship willingness for one's own racial or ethnic group versus another racial or ethnic group. Implications for research and human partner selection are discussed.

Virtual enterprises are increasingly being used as an organizational strategy for meeting customer needs. Potential benefits of virtual enterprises include increased profits, flexibility, increased customer service, better quality, a quicker time to market, and access to larger markets. However, the brokers that organize these ventures face challenges that arise in five key management activities: select partners, develop communication, develop culture, develop trust, and enhance behavior through motivation. A broker?s ability to overcome the problems in these activities determines the degree to which the benefits are achieved. Examples in the literature point to the possibility that interactive relationships exist between the five management activities. Considering all of these possible associations leads to a complex web of relationships that makes it difficult to determine the overall impact of specific improvements. This research investigates the five management activities and defines the primary relationships between them. The primary relationships are used to develop a conceptual model that brokers can apply as a methodology for systematically developing a virtual enterprise and thereby proactively addressing potential problems. In developing the conceptual model, this research utilizes approaches from other disciplines for addressing similar problems. The application of these approaches results in the use of systems engineering concepts to plan and design a virtual enterprise, the development of a partner selection methodology that incorporates ideas from the supplier performance measurement literature, the development of a pre-partner cultural assessment and post-partner cultural development process that are based on ideas found in the literature on mergers, and the use of project management as a means for coordinating the activities in a virtual enterprise. In addition to the preceding contributions, this research provides a comprehensive view of the characteristics of virtual enterprises. Included in these provisions are a detailed definition process and an extension of the literature to establish a typology of virtual enterprises.

Embora as alianças estratégicas sejam uma das alternativas estratégicas conhecidas desde os anos 70, foi somente vinte anos depois que se iniciou uma rápida aceleração deste tipo de acordo de cooperação, seu escopo e sua coexistência com outras relações organizacionais (HARBISON e PEKAR, 1998). Atualmente, à medida que a complexidade dos projetos aumenta e os prazos de desenvolvimentos de novos produtos e serviços diminuem, as empresas não detém isoladamente as competências necessárias para sua sobrevivência e crescimento. Assim, as empresas são impelidas a buscarem cooperação externa em uma intensidade crescente, com outras empresas, universidades e outros agentes externos, com os objetivos de compartilhamento dos investimentos e riscos, redução dos prazos de desenvolvimento e o acesso a recursos e competências não disponíveis internamente, conforme sugere o novo paradigma da Inovação Aberta. Apesar da relativamente abrangente literatura sobre o tema de alianças tecnológicas, o estado do conhecimento nessa área pode ser considerado ainda incipiente e com poucos estudos que tratem mais especificamente de uma etapa crucial do processo, a seleção do parceiro. Mais que isso, estes poucos estudos existentes, além de não se ocuparem da segmentação mais detalhada dos diferentes tipos de parceiros, ainda tratam do fenômeno somente segundo o nível da empresa, e não segundo o nível do projeto. Esses aspectos são considerados as lacunas teóricas a serem investigadas no presente estudo. Desta forma, o estudo investiga a etapa de seleção do parceiro em projetos de alianças tecnológicas bilaterais sem participação acionária, do ponto de vista da empresa-mãe, levando em conta diversos fatores, tais como o tipo de recursos procurados, os resultados esperados, o tipo de competências procuradas, a duração do projeto, os riscos envolvidos, a experiência prévia em alianças, a confiança entre os parceiros, o nível de convergência de expectativas e o nível de similaridade organizacional, a depender do tipo de parceiro e tipo de projeto. Os dados empíricos advêm de duas etapas sucessivas, uma qualitativa e a outra quantitativa. Na etapa qualitativa é conduzido um estudo de casos na maior empresa petroquímica brasileira, no qual se analisa em profundidade vinte projetos em alianças desenvolvidos com diferentes tipos de parceiros concorrentes, clientes, fornecedores, universidades e institutos tecnológicos, em diferentes tipos de projetos incrementais, plataformas, radicais e de ciência básica. Adotando-se as teorias baseada em recursos (resource based view) e baseada em conhecimento (knowledge based view), em conjunto com os dados empíricos provenientes do estudo de casos, identificaram-se domínios específicos para os tipos de alianças, distribuídos no contínuo explotação - exploração. Estas evidências preliminares permitiram a construção de um conjunto de hipóteses que foram testadas na etapa quantitativa, conduzida junto ao setor químico brasileiro. Os resultados desta etapa apontam um conjunto detalhado de relações, determinando os fatores que mais contribuem em cada situação e o ranking desta contribuição dependendo do tipo de parceiro e tipo de projeto. O presente estudo objetiva trazer reflexões nesse importante campo do conhecimento, bem como contribuições teóricas e práticas, de forma a estabelecer relações que possam levar ao melhor entendimento dos fatores contribuintes da seleção de parceiros em alianças tecnológicas. / Although the strategic alliances are one of the strategic alternatives known since the 1970s, it was only twenty years later that finally started the rapid growth of this kind of cooperation, its scope and its coexistence with other organizational forms (HARBISO8 and PEKAR, 1998). At the present time, as projects complexity increases and products and services development term reduces, companies do not detain by themselves all the necessary competences for their survival and growth. Thus, companies nowadays are required to build more extensively external cooperation agreements with other companies, universities and external agents, aiming for: (i) sharing investments and risks; (ii) accelerating project developments, and (iii) accessing resources and competences not available internally, as suggested by the Open Innovation paradigm. Despite the relatively wide literature concerning strategic alliances, structured knowledge in this area can be considered incipient and it encompasses only few studies dealing with one crucial step of the process, the partner selection. Moreover, besides the fact that these few studies do not address a detailed breakdown structure regarding different typologies of partners, they only investigate the phenomena through the firm level perspective instead of the project level perspective. These aspects are considered the main theoretical gaps to be filled in the present study. Thus, this study addresses partner selection stage in non-equity bilateral technological alliances projects, from the point of view of the parent company, taking into account several factors, such as the kind of resources searched, the expected results, the kind of competences searched, the level of projects investments, the time for completion, the risks involved, the previous experience in alliances, the trust between partners, the convergence level of expected objectives and the level of organizational cultural similarities, depending on the type of the partner and the type of projects. The empirical data come from two successive stages, a qualitative and other quantitative. In the qualitative stage, it was carried out one case study in the biggest Brazilian petrochemical company, where were analyzed in-depth twenty alliances projects performed with different types of partners competitors, customers, suppliers, universities and technological institutes, and different types of projects incremental (derivative), platforms, breakthrough (radical) and basic science. Based on the resource based view and the knowledge based view theories, jointly with the empirical data that have emerged from the case studies, it was possible to identify certain specific domains for the types of alliances, along the exploitationexploration continuum. These preliminary evidences have enabled the building of several hypotheses that were tested in the quantitative research performed within the Brazilian chemical sector. The quantitative study points out one wide array of relations, determining the more contributing selection factors in each situation, and the ranking of this contribution regarding the type of partner and type of project. The study aims to bring reflections, theoretical and practical contributions on this relevant subject, in order to establish basic relationships that could lead to a better understanding of the contributing factors for selecting partners in technological alliances.

Embora as alianças estratégicas sejam uma das alternativas estratégicas conhecidas desde os anos 70, foi somente vinte anos depois que se iniciou uma rápida aceleração deste tipo de acordo de cooperação, seu escopo e sua coexistência com outras relações organizacionais (HARBISON e PEKAR, 1998). Atualmente, à medida que a complexidade dos projetos aumenta e os prazos de desenvolvimentos de novos produtos e serviços diminuem, as empresas não detém isoladamente as competências necessárias para sua sobrevivência e crescimento. Assim, as empresas são impelidas a buscarem cooperação externa em uma intensidade crescente, com outras empresas, universidades e outros agentes externos, com os objetivos de compartilhamento dos investimentos e riscos, redução dos prazos de desenvolvimento e o acesso a recursos e competências não disponíveis internamente, conforme sugere o novo paradigma da Inovação Aberta. Apesar da relativamente abrangente literatura sobre o tema de alianças tecnológicas, o estado do conhecimento nessa área pode ser considerado ainda incipiente e com poucos estudos que tratem mais especificamente de uma etapa crucial do processo, a seleção do parceiro. Mais que isso, estes poucos estudos existentes, além de não se ocuparem da segmentação mais detalhada dos diferentes tipos de parceiros, ainda tratam do fenômeno somente segundo o nível da empresa, e não segundo o nível do projeto. Esses aspectos são considerados as lacunas teóricas a serem investigadas no presente estudo. Desta forma, o estudo investiga a etapa de seleção do parceiro em projetos de alianças tecnológicas bilaterais sem participação acionária, do ponto de vista da empresa-mãe, levando em conta diversos fatores, tais como o tipo de recursos procurados, os resultados esperados, o tipo de competências procuradas, a duração do projeto, os riscos envolvidos, a experiência prévia em alianças, a confiança entre os parceiros, o nível de convergência de expectativas e o nível de similaridade organizacional, a depender do tipo de parceiro e tipo de projeto. Os dados empíricos advêm de duas etapas sucessivas, uma qualitativa e a outra quantitativa. Na etapa qualitativa é conduzido um estudo de casos na maior empresa petroquímica brasileira, no qual se analisa em profundidade vinte projetos em alianças desenvolvidos com diferentes tipos de parceiros concorrentes, clientes, fornecedores, universidades e institutos tecnológicos, em diferentes tipos de projetos incrementais, plataformas, radicais e de ciência básica. Adotando-se as teorias baseada em recursos (resource based view) e baseada em conhecimento (knowledge based view), em conjunto com os dados empíricos provenientes do estudo de casos, identificaram-se domínios específicos para os tipos de alianças, distribuídos no contínuo explotação - exploração. Estas evidências preliminares permitiram a construção de um conjunto de hipóteses que foram testadas na etapa quantitativa, conduzida junto ao setor químico brasileiro. Os resultados desta etapa apontam um conjunto detalhado de relações, determinando os fatores que mais contribuem em cada situação e o ranking desta contribuição dependendo do tipo de parceiro e tipo de projeto. O presente estudo objetiva trazer reflexões nesse importante campo do conhecimento, bem como contribuições teóricas e práticas, de forma a estabelecer relações que possam levar ao melhor entendimento dos fatores contribuintes da seleção de parceiros em alianças tecnológicas. / Although the strategic alliances are one of the strategic alternatives known since the 1970s, it was only twenty years later that finally started the rapid growth of this kind of cooperation, its scope and its coexistence with other organizational forms (HARBISO8 and PEKAR, 1998). At the present time, as projects complexity increases and products and services development term reduces, companies do not detain by themselves all the necessary competences for their survival and growth. Thus, companies nowadays are required to build more extensively external cooperation agreements with other companies, universities and external agents, aiming for: (i) sharing investments and risks; (ii) accelerating project developments, and (iii) accessing resources and competences not available internally, as suggested by the Open Innovation paradigm. Despite the relatively wide literature concerning strategic alliances, structured knowledge in this area can be considered incipient and it encompasses only few studies dealing with one crucial step of the process, the partner selection. Moreover, besides the fact that these few studies do not address a detailed breakdown structure regarding different typologies of partners, they only investigate the phenomena through the firm level perspective instead of the project level perspective. These aspects are considered the main theoretical gaps to be filled in the present study. Thus, this study addresses partner selection stage in non-equity bilateral technological alliances projects, from the point of view of the parent company, taking into account several factors, such as the kind of resources searched, the expected results, the kind of competences searched, the level of projects investments, the time for completion, the risks involved, the previous experience in alliances, the trust between partners, the convergence level of expected objectives and the level of organizational cultural similarities, depending on the type of the partner and the type of projects. The empirical data come from two successive stages, a qualitative and other quantitative. In the qualitative stage, it was carried out one case study in the biggest Brazilian petrochemical company, where were analyzed in-depth twenty alliances projects performed with different types of partners competitors, customers, suppliers, universities and technological institutes, and different types of projects incremental (derivative), platforms, breakthrough (radical) and basic science. Based on the resource based view and the knowledge based view theories, jointly with the empirical data that have emerged from the case studies, it was possible to identify certain specific domains for the types of alliances, along the exploitationexploration continuum. These preliminary evidences have enabled the building of several hypotheses that were tested in the quantitative research performed within the Brazilian chemical sector. The quantitative study points out one wide array of relations, determining the more contributing selection factors in each situation, and the ranking of this contribution regarding the type of partner and type of project. The study aims to bring reflections, theoretical and practical contributions on this relevant subject, in order to establish basic relationships that could lead to a better understanding of the contributing factors for selecting partners in technological alliances.

Submitted by Maicon Juliano Schmidt (maicons) on 2015-05-05T19:33:26Z No. of bitstreams: 1 Everton Peter Santos da Rosa.pdf: 4705750 bytes, checksum: ff43c4c2d84551843838581b049166a7 (MD5) / Made available in DSpace on 2015-05-05T19:33:26Z (GMT). No. of bitstreams: 1 Everton Peter Santos da Rosa.pdf: 4705750 bytes, checksum: ff43c4c2d84551843838581b049166a7 (MD5) Previous issue date: 2013-01-31 / Nenhuma / O segmento de medição de energia elétrica brasileiro está inserido num contexto de crescente competição, devido a um processo de transição de tecnologia, que trouxe como consequência a entrada de novas empresas provedoras de soluções em medição. Diante disto, a Elster-BR, um dos fornecedores tradicionais do segmento, vem lançando mão de alianças estratégicas para manter-se competitiva, porém sem a utilização de um processo claro e definido na seleção de parceiros. Esta dissertação tem por objetivo propor um processo, composto por instrumentos e procedimento, de seleção de empresas para alianças estratégicas, adequado ao contexto da Elster-BR. Para tanto, adotou-se o método denominado design research. O método constituído por cinco passos (consciência do problema, sugestão, desenvolvimento, avaliação e conclusão) possibilita a construção e avaliação de um processo. A primeira etapa do design research, consciência do problema, é a identificação da necessidade de um processo de seleção de parceiros. A análise da literatura consistiu na segunda etapa. Nesta etapa, buscou-se a identificação de referências para a construção dos instrumentos e procedimento de operacionalização do processo. O terceiro passo, desenvolvimento, referiu-se à construção do processo adequado à realidade da Elster-BR. Já o quarto passo centrou-se, primeiramente, na validação do processo junto aos executivos da empresa. O quinto e último passo refere-se à apresentação do processo consolidado, o resultado dessa dissertação. O processo de seleção de parceiros é composto por instrumentos (questionário, sistema de pontuação e gráficos) e um procedimento de operacionalização (estágios e fluxo). O processo desenvolvido tem como objetivo garantir uma forma objetiva e sistemática para os executivos selecionarem as empresas para alianças, bem como dar subsídios para configurar a aliança com o parceiro selecionado. O processo visa contribuir com a literatura já existente, bem como com a gestão da empresa, objeto de estudo. / The Brazilian segment of metering electricity is inserted in a context of increased competition due to a transition process of technology, which consequently brought the entry of new companies providing metering solutions. Given this, Elster-BR, one of the traditional suppliers of the segment, is using strategic alliances to remain competitive, but without using a clear defined process for selecting partners. This dissertation aims to propose a process composed of instruments and procedures to select companies for strategic alliances, appropriated to the context of Elster-BR. Therefore, the method called design research was adopted. This method consists of five steps (problem awareness, suggestion, development, evaluation and conclusion) which allow the construction and evaluation of a process. The first stage of the design research, awareness problem, is the identification of the need for a process to select partners. The literature review consisted of the second stage. In this step, references were identified to the construction of instruments and procedures to put the process in practice. The third step, development, referred to the construction process adapted to the reality of Elster-BR. The fourth step focused, primarily, on the validation of processes with company executives. The fifth and last step refers to the presentation of the consolidated process, the result of this dissertation. The process of partners selection consists on instruments (questionnaire, scoring system and graphics) and a procedure for operation (stages and flow). The developed process is designed to ensure an objective and systematic process for the company executives to select companies for alliances, as well as giving subsidies during alliance configuration with the selected partner. The process aims to contribute to the existing literature, as well as the company's management, object of study.