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Competition, Cooperation and Sub-optimal Behavior in Alliances

Tarun KhannaRanjay GulatiNitin Nohria

出版	Division of Research, Harvard Business School, 1995
URL	http://books.google.com.hk/books?id=RBUZHAAACAAJ&hl=&source=gbs_api

註釋

We suggest that firms are often disappointed with their alliances because they fail to recognize the strategic dynamics that arise from their simultaneously competitive and cooperative assets. The notions of "private benefits" and "common benefits" allow us to suggest that these competitive aspects are most important when the ratio of private to common benefits is high. We define a measure, "relative scope" of a firm in an alliance, that is linked to firms' propensities to depart from cooperative behavior. Using benchmarks suggested by economic theory, we discuss and illustrate some of the common strategic pitfalls in the management of alliances.