Strategic Alliance Formation Between Nigerian Firms and Foreign Partners: Motives, Structures, and Outcomes

This study examines the motives, structural characteristics, and performance outcomes of strategic alliances formed between Nigerian firms and foreign business partners across sectors including oil and gas services, agriculture, information technology, and financial services. Strategic alliances have emerged as a preferred internationalisation and capability-building mechanism for Nigerian companies seeking access to foreign technology, capital, management expertise, and global distribution networks without the full commitment of a joint venture or acquisition. The research adopts an empirical design using a survey instrument administered to 70 senior alliance managers and business development directors in Nigerian firms with documented strategic alliance agreements. Quantitative data are supplemented by 15 in-depth interviews providing narrative insights into alliance formation and management dynamics. Structural equation modelling and thematic analysis are applied. The theoretical framework draws on the resource-based view, the relational view, and transaction cost economics. The study investigates alliance motives including market access, technology acquisition, risk sharing, and reputation enhancement, and assesses how alliance structure variables including equity participation, governance mechanisms, and partner selection criteria moderate alliance performance outcomes. Findings are expected to reveal that Nigerian firms with clearly defined alliance contribution profiles and formalised governance agreements achieve superior alliance performance compared to those relying on informal arrangements. Recommendations are directed at Nigerian business leaders on alliance portfolio management and at government on creating a supportive legal environment for foreign-domestic business partnerships. Keywords: strategic alliances, partnership, Nigerian firms, foreign partners, alliance performance