This Case is about JOINT VENTURES
PUBLICATION DATE: March 05, 2015 PRODUCT #: NA0331-HCB-ENG
Sonata Software Ltd., India Building Global Competitive Advantage through an International Joint Venture case solution
This case explains how Sonata Software, a software company in India, sought advancement in Western Europe through TUI AG Infotec, a joint venture among with TUI AG, a leader in travel and tourism in Germany. It offers a vehicle for reflecting on the selection of a JV of a company as a mean for entering a new foreign market buttressing competitive advantage and constructing new competences.
The case opens in Bangalore in May 2010, with B. Ramaswamy, President and Managing Director of Sonata Software, preparing for a meeting with his management team to review the operation of TUI Infotec. The case tracks the history of Sonata from its parent company from its spinoff to the JV layout and execution. This case provides students with opportunity to understand options of whether to continue the JV or to break it when the sales obligations were set to expire in 2011, and to assess the pros and cons of the international JV.