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| Author: | Gulati, R. Khanna, T. Nohria, N. |
| Title: | Unilateral commitments and the importance of process in alliances |
| Journal: | Sloan Management Review
1994 : SPRING, VOL. 35:3, p. 61-69 |
| Index terms: | ALLIANCES JOINT BUSINESS VENTURES SUCCESS |
| Language: | eng |
| Abstract: | How the partners in an alliance view their joint venture can have much to do with its success or failure. Do they fear that the other partner will get a larger payoff, while they operate in good faith? Or do they make seemingly counterintuitive unilateral commitments that involve acts of faith by one or both companies? Here the authors present a framework, derived from field interviews and viewed in game theory terms, for securing partners' cooperation, managing an alliance, and ensuring its success. |
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