TESTING THE WATERS: USING COLLECTIVE REAL OPTIONS TO MANAGE THE SOCIAL DILEMMA OF STRATEGIC ALLIANCES

• 成果类型: Article
• 署名作者: Mccarter, Matthew W.; Mahoney, Joseph T.; Northcraft, Gregory B.
• 署名单位: Chapman University System; Chapman University; University of Illinois System; University of Illinois Urbana-Champaign
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.5465/amr.2009.0481
• 发表日期: 2011
• 页码: 621-640
• 关键词: FAMILIARITY BREED TRUST; decision-making; SMALL WINS; INTERFIRM RIVALRY; RISK; COOPERATION; governance; exchange; uncertainty; COMMUNICATION

摘要

We extend real options research by introducing the concept of collective real options and model how collective real options provide strategic alliances a mechanism to manage social uncertainty. Collective real options manage social uncertainty by producing relational small wins that develop trust. The amount of trust developed by acquiring a collective real option depends on the exposure of alliance partners. Alliance partner reputation also plays an important role in the impact of collective real options.