The role of incentives and communication in strategic alliances: an experimental investigation |
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| Authors: | Rajshree Agarwal Rachel Croson Joseph T. Mahoney |
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| Affiliation: | 1. Department of Business Administration, College of Business, University of Illinois, Champaign, Illinois, U.S.A.;2. School of Management, and School of Economics, Political and Policy Sciences, University of Texas‐Dallas, Richardson, Texas, U.S.A. |
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| 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, how both factors interact to explain successful outcomes. Copyright © 2009 John Wiley & Sons, Ltd. |
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| Keywords: | strategic alliances economic incentives communication social dilemma game theory experiments |
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