Reputation for cooperation: contingent benefits in alliance activity

Richard J. Arend

65 citations0/0 files storedStrategic Management Journal

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Experimental Behavioral Economics Studies Game Theory and Applications Business Strategy and Innovation

Abstract

Abstract We model the two‐firm alliance as an iterated prisoners' dilemma game with an exit option and test several theoretical predictions in experimental studies regarding the effect of reputation information. Following the literature, we hypothesize that reputation benefits cooperation; however, our experimental results instead show that reputation decreases cooperation. A contingency explains this result while remaining consistent with the general proposition of reputation as beneficial in games of incomplete information. Implications include a recommendation for when to invest in reputation and whether the lemon's market story is applicable to alliance‐related inefficiencies. Copyright © 2009 John Wiley & Sons, Ltd.

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References

1991Firm Resources and Sustained Competitive Advantage 2004Firm resources and sustained competitive advantage 1985Economic Action and Social Structure: The Problem of Embeddedness 1970The Market for "Lemons": Quality Uncertainty and the Market Mechanism 1985The Evolution of Cooperation 1998Alliances and networks 1988Joint ventures: Theoretical and empirical perspectives 1993STRATEGIC ALLIANCE STRUCTURING: A GAME THEORETIC AND TRANSACTION COST EXAMINATION OF INTERFIRM COOPERATION.

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