THE ROLE OF INCENTIVES AND COMMUNICATION IN STRATEGIC ALLIANCES: AN EXPERIMENTAL INVESTIGATION

• 成果类型: Article
• 署名作者: Agarwal, Rajshree; Croson, Rachel; Mahoney, Joseph T.
• 署名单位: University of Illinois System; University of Illinois Urbana-Champaign; University of Texas System; University of Texas Dallas; University of Texas System; University of Texas Dallas
• 刊物名称: STRATEGIC MANAGEMENT JOURNAL
• ISSN/ISSBN: 0143-2095
• DOI: 10.1002/smj.818
• 发表日期: 2010
• 页码: 413-437
• 关键词: strategic alliances; economic incentives; COMMUNICATION; Social dilemma; game theory; experiments

摘要

This paper evperimentally examines the determinants of the deviation between potential and realized value creation in strategic alliances. To better understand how, decision making in alliances may influence success, we use an experimental design that juxtaposes two important factors that affect alliance members' decisions: economic incentives and communication. The evidence from our experiment sheds light on the relative impact of each, and more importantly, host, both factors interact to explain successful outcomes. Copyright (C) 2009 John Wiley & Sons, Ltd.