Achieving Cooperation in Multiparty Alliances: a Social Dilemma Approach to Partnership Management
Abstract
We propose a social dilemma approach to cooperation induction in multiparty alliances. We first establish that managing the inherent tension between cooperation and competition in alliances is essentially a social dilemma, where an individually rational but socially defecting choice may lead to a higher payoff for an individual partner but where, once all partners adopt such a strategy, the alliance will fail. We then develop propositions on how partners can improve their chances for cooperation, and we discuss the limitations of the social dilemma approach and its implications for future research.
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Three definitions of cooperation refer to the willingness to pursue or maximize joint or common interests or to create a mutually beneficial relationship.
“three definitions of cooperation refer to the willingness to pursue or maximize joint or common interests or to create a mutually beneficial relationship (Das & Teng, 1998;Zeng & Chen, 2003).”
From Collaboration, Coordination, and Cooperation Among Organizations: Establishing the Distinctive Meanings of These Terms Through a Systematic Literature Review (2020) · cites this paper as Zeng & Chen, 2003
Cites
The norm of reciprocity: A preliminary statement
Gouldner, A. W. (1960) · American Sociological Review · doi:10.2307/2092623 · Cited by 12,001 · see citing works
A transaction costs theory of equity joint ventures
Hennart, J. (1988) · Strategic Management Journal · doi:10.1002/smj.4250090406 · Cited by 1,843 · see citing works
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Castañer, X., & Oliveira, N. (2020) · Journal of Management · doi:10.1177/0149206320901565 · Cited by 525 · see citing works
Helping People by Being in the Present: Mindfulness Increases Prosocial Behavior
Hafenbrack, A. C., Cameron, L. D., Spreitzer, G. M., Zhang, C., Noval, L. J., & Shaffakat, S. (2020) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2019.08.005 · Cited by 189 · see citing works
- Authors
- Zeng, M., & Chen, X.-P.
- Affiliations
- INSEAD (FR)
- University of Washington (US)
- ORCID
- Chen, Xiao-Ping
- Venue
- Academy of Management Review
- Publisher
- Academy of Management
- Published
- 2003-10
- Volume
- 28
- Issue
- 4
- Pages
- 587-605
- ISSN
- 0363-7425 (ISSN-L)
- 1930-3807
- OpenAlex
- W2116111091
- Cited by
- 343
- References
- 2
- Citations by year
- 2026: 6 · 2025: 9 · 2024: 4 · 2023: 11 · 2022: 11 · 2021: 7 · 2020: 12 · 2019: 20 · 2018: 16 · 2017: 14 · 2016: 24 · 2015: 25 · 2014: 23 · 2013: 20 · 2012: 22
- FWCI
- 33.81
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Academy of Management Review (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Strategy and Management › Business Strategy and Innovation
- Social Sciences › Business, Management and Accounting › Strategy and Management › Innovation and Knowledge Management
- Social Sciences › Sociology and Political Science › Evolutionary Game Theory and Cooperation
- Keywords
- social dilemmas, partnership management, competition and cooperation, alliance failure, individual rationality, inter-organizational cooperation
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