European Business Schools Librarian's Group

IESE Research Papers,
IESE Business School

No D/527: Entrepreneurial alliances as contractual forms

Jeffrey J. Reuer, Africa Ariño () and Thomas Mellewight
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Jeffrey J. Reuer: Fisher College of Business, Ohio State University
Africa Ariño: IESE Business School, Postal: Research Division, Av Pearson 21, 08034 Barcelona, SPAIN
Thomas Mellewight: University of Leipzig

Abstract: Building 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 put 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. Further, in order to separate contractual form and governance structure and to compare their antecedents, we also examine factors influencing the choices firms make between equity and non-equity arrangements.

Keywords: entrepreneurial alliances; alliance contracts; contract negotiations; telecommunications industry

22 pages, November 10, 2003

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