Title: Evolution of cooperation and dynamics of expectations – implications for strategic alliances

Authors: Susanne Royer, Roland Simons

Addresses: International Institute of Management, University of Flensburg, Munketoft 3b, D-24937, Flensburg, Germany. ' Simons & Associates Pty Ltd, P.O. Box 1750, New Farm, Brisbane QLD 4005, Australia

Abstract: This study investigates the impact of reputation on alliance creation and the influence of expectations of partner behaviour on alliance failure and longevity. An experimental study with 120 chemical manufacturing project managers picks up on current perceptions of reputation of each manager and pre-existing relationships within the industry in the Asia Pacific Region. The researchers identified the formation of over 500 alliances and investigated the conditional effects of |expectation matching| and |expectation mismatching| on alliance duration. It was hypothesised that reputation and expectations would predict alliances success rates. Results suggest that alliance duration was significantly associated with expectation matching behaviour of both partners whereas expectation mismatching was associated with the cessation of alliance behaviours, particularly where the partner was perceived to behave with a selfish orientation. Interestingly, it was found that expectation matching behaviours were more likely between partners with similar reputation than being associated with high reputation.

Keywords: strategic alliances; expectations; experimental study; reputation; alliance creation; alliance longevity; game theory; cooperation; partner behaviour; alliance failure; chemical manufacturing; project management; Asia Pacific; alliances success rates.

DOI: 10.1504/IJSBA.2009.023652

International Journal of Strategic Business Alliances, 2009 Vol.1 No.1, pp.73 - 88

Available online: 06 Mar 2009 *

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