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- Gorgijevski, Alexander, et al.
(författare)
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Does proactivity matter? : The importance of initiative selling tactics for headquarters acceptance of subsidiary initiatives
- 2019
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Ingår i: Journal of International Management. - : Elsevier BV. - 1075-4253 .- 1873-0620. ; 25:4
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Tidskriftsartikel (refereegranskat)abstract
- By integrating literature on proactive behavior, in particular voice behavior theory, with the attention-based view of the firm, we examine how the use of a set of initiative selling tactics influences the acceptance of subsidiary initiatives by MNC headquarters. The findings suggest that the initiative selling tactics that matter most for the headquarters acceptance of subsidiary initiatives are related to proactive efforts such as the preparation and the packaging of the subsidiary initiative. The paper contributes to academia and practice by providing a richer un- derstanding of proactive behavior among subsidiaries in terms of the “voice tactics” used to get their subsidiary initiatives recognized and accepted by headquarters. The study uses data from a questionnaire survey of 110 MNC subsidiaries and qualitative interview data.
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| 2. |
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| 3. |
- Gorgijevski, Alexander, et al.
(författare)
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Subsidiary strategic influence: the role of subsidiary attention-building activities
- 2022
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Ingår i: Management Decision. - : Emerald. - 0025-1747 .- 1758-6070. ; 60:13, s. 48-65
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Tidskriftsartikel (refereegranskat)abstract
- Purpose – By the view of attention-building activities as “tools of power,” the authors investigate the impact of subsidiary involvement in attention-building activities on the strategic influence of subsidiaries within multinational corporations (MNCs).Design/methodology/approach – The study is based on survey data from 110 international subsidiaries located in Sweden. Five hypotheses were tested using structural equation modeling with linear structural relations. Findings – The study shows that organizational commitment and external scouting activities, as two attention-building activities, do not directly affect the ability of subsidiaries to gain a strategic influence in MNCs. Rather, the results provide support for the importance of headquarters’ positive attention as a mediator between such activities and subsidiary strategic influence. This implies that subsidiaries do not receive any strategic influence through these activities unless they receive explicit positive attention from the corporate headquarters. Originality/value – This study contributes to the micro-political view of the MNC by offering insights into the impact of attention-building activities of subsidiaries as a potential source of strategic influence for MNC subsidiaries.
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