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| Author: | Agarwal, R. Croson, R. Mahoney, J.T. |
| Title: | The role of incentives and communication in strategic alliances: an experimental investigation |
| Journal: | Strategic Management Journal
2010 : APR, VOL. 31:4, p. 413-437 |
| Index terms: | strategy alliances communication incentives decision making experiment design |
| Language: | eng |
| Abstract: | This paper experimentally explores the determinants of the deviation btw. potential and realized value creation of strategic alliances. To better understand how decision making in alliances may influence success, an experimental design is used juxtaposing two important factors affecting alliance members' decisions: i. economic incentives and ii. communication. The findings from the experiment provide information on the relative impact of each, and especially how both factors interact to explain successful outcomes. |
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