The role of incentives and communication in strategic alliances: An experimental investigation

Rajshree Agarwal, Rachel Croson, Joseph T. Mahoney

Research output: Contribution to journalArticlepeer-review

91 Scopus citations

Abstract

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,

Original languageEnglish (US)
Pages (from-to)413-437
Number of pages25
JournalStrategic Management Journal
Volume31
Issue number4
DOIs
StatePublished - Apr 1 2010
Externally publishedYes

Keywords

  • Communication
  • Economic incentives
  • Experiments
  • Game theory
  • Social dilemma
  • Strategic alliances

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