The role of incentives and communication in strategic alliances : an experimental investigation
By: AGARWAL, Rajshree
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Contributor(s): CROSON, Rachel | MAHONEY, Joseph T.
Material type: 
ArticlePublisher: U.S.A : Wiley-Blackwell, apr. 2010Subject(s): Gestão de Parcerias | Estratégia | Comunicação | Incentivo Fiscal | Responsabilidade SocialStrategic Management Journal 31, 4, p. 413-437Abstract: This paper experimentally 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, how both factors interact to explain successful outcomes.
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This paper experimentally 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, how both factors interact to explain successful outcomes.
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