Decision Making in Strategic Alliances: An Experimental Investigation

Rajshree Agarwal, Rachel Croson and Joseph T. Mahoney
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Rajshree Agarwal: U of Illinois at Urbana-Champaign
Joseph T. Mahoney: U of Illinois at Urbana-Champaign

Working Papers from University of Illinois at Urbana-Champaign, College of Business

Abstract: This paper experimentally investigates 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 derived from our experimental design sheds light on the relative impact of each, and importantly, how both factors interact to explain the probability of successful outcomes in an alliance. These empirical results are robust to the use of undergraduates, MBAs and seasoned executives who averaged over 20 years of work experience.

Date: 2007
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Persistent link: https://EconPapers.repec.org/RePEc:ecl:illbus:07-0108

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