Research Seminars

Entrepreneurial Alliances as Contractual Forms

Speaker: Africa Ariño
IESE Business School

22 September 2004 - From 16h00 to 17h30

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"Advancing

upon taxonomical research on interfirm alliances, we investigate the design of entrepreneurial firms' alliances in more

fine-grained terms by focusing on the specific contractual provisions that firms negotiate into their alliance contracts.

Drawing upon transaction cost arguments, we examine the determinants of the contractual complexity of collaborative

agreements in the German telecommunications industry. The findings reveal that alliance contracts vary greatly in their

complexity, yet contracts for non-equity alliances tend to be no more or less complex than those for equity alliances on

average, which challenges the view that the latter unambiguously afford firms greater control than the former. Furthermore,

multivariate findings on the roles of transaction-specific investment, relational capital, search costs, and so forth

demonstrate that firms' contractual and governance choices have distinct antecedents".

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