Bargaining power in alliance governance negotiations: evidence from the biotechnology industry |
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| Authors: | Douglas A Bosse Sharon A Alvarez |
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| Institution: | 1. Department of Economics and Management, University of Trento, via Inama 5, 38122 Trento, Italy;2. Faculty of Management, Cass Business School, City, University of London, 106 Bunhill Row, EC1Y 8TZ London, UK;3. Department of Management, Durham University Business School, Mill Hill Lane, Durham DH1 3LB, UK;4. Department of Business and Law, Newcastle Business School, Northumbria University, Ellison Place 2, Newcastle-upon-Tyne NE1 8ST, UK;5. York Centre for Complex Systems Analysis (YCSSA), University of York, York Centre for Complex Systems Analysis, Ron Cooke Hub, Deramore Lane, York YO10 5G, UK;6. Department of Computer Science, University of York, Deramore Lane, York YO10 5GH, UK |
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| Abstract: | Alliance partners negotiate how they will govern their alliance. This study shows bargaining power, not just efficiency considerations, influences the outcome of this negotiation. Whereas previous research on this phenomenon associates bargaining power with firm size, this study employs more nuanced measures of bargaining power applicable to biotechnology firms while controlling both absolute and relative firm size. We find small biotechnology firms with partners that are over five times larger can still have the bargaining power to get their interests met when the two parties have opposing governance interests. |
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