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| Author: | Contractor, F. J. Ra, W. |
| Title: | Negotiating alliance contracts. Strategy and behavioral effects of alternative compensation arrangements |
| Journal: | International Business Review
2000 : JUN, VOL. 9:3, p. 271-299 |
| Index terms: | Alliances Contracts Compensation |
| Language: | eng |
| Abstract: | A key issue in alliances is the payment or compensation structure stated in the formal agreement between the parties. Most agrements now include a multiplicity of payment types, including royalties, lumpsum payments and returns on equity. |
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