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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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Making Waves in a Huge Pond : Subsidiary Attention-Building Behaviour to Gain Strategic Influence
- 2019
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Ingår i: Making Waves in a Huge Pond.
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Konferensbidrag (refereegranskat)abstract
- This paper focuses on how strategic influence is gained among subsidiaries. By adopting an attention-based perspective of power this study develops and empirically tests a set of hypotheses aimed at explaining the impact of attention-building activities on subsidiaries strategic influence within the multinational corporation. Based on survey-data from 110 foreign-owned subsidiaries in Sweden the empirical results provide support for headquarter attention as a mediator between a subsidiary’s commitment and initiative selling -activities aimed at increasing the strategic influence within the MNC. The direct effects between the investigated attention-building activities and strategic influence remain non-significant. This suggests that subsidiaries are not able to increase their influence through commitment and initiative tactics unless they receive headquarters’ attention. The study contributes to the literature on headquarter-subsidiary relations and provide a theoretical framing by drawing on an attention-based perspective upon subsidiary power.
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| 4. |
- Gorgijevski, Alexander N., 1991-
(författare)
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Enter the Dragon : Toward a Micro-political View on Subsidiary Initiatives
- 2021
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- Subsidiary initiatives are proactive, entrepreneurial activities that arise locally without central directives or planning from headquarters. Prior research suggests that subsidiary initiatives are crucial to multinational corporations’ (MNCs) success in foreign locations as they hold the potential to enhance local responsiveness, worldwide learning, and global integration by the leveraging of new knowledge. However, subsidiary-driven initiatives are often met with resistance in the corporate structure, by virtue of headquarters’ limited capacity to pay attention to all stimuli, initiative misalignment to the MNC, or overall self-interest-seeking behavior. Against this background, the MNC is conceptualized as a ‘politicized forum’ where subsidiary managers strategize initiatives upwards. Consequently, a micro-political process emerges from subsidiary managers’ proactive activities. The purpose of this thesis is to investigate the role of micro-politics play in earning headquarters approval of subsidiary initiatives and how these actions may lead to increased subsidiary influence in the MNC.The empirical material consists of proprietary survey and interview data on MNC subsidiaries in Sweden. The primary respondents and informants have been top subsidiary managers, seen as the senior directors of the subsidiary and the MNCs’ top representatives in the local environment. The empirical findings, triangulated through different methodological approaches, illustrate subsidiary initiatives as complex phenomenon. The study implies that headquarters’ approval of subsidiary initiatives is contingent on several key managerial activities, as well as relational- and contextual conditions. Overall, the results lend support for the value of attracting headquarters’ attention in order for initiatives to gain traction and eventually become accepted in the MNC. Attention to initiatives is captivated by the socio-political navigation of subsidiary managers, such as their engagement in initiative-selling. Establishing credibility at headquarters through attention-building activities may also result in increased subsidiary strategic influence.This thesis shows that initiatives that challenge the status quo of the MNC may initially be rejected, but are able to ‘survive’ due to a variety of micro-political behaviors of individual managers. Furthermore, the thesis also explicates different combinatory effects on the pathways to initiative acceptance. The thesis extends the subsidiary management literature by providing nuance to the theoretical understanding of key underlying mechanisms and their effects on subsidiary-focused outcomes. Establishing subsidiary managers as ‘strategizers’ and conceptualizing the subsidiary initiative process from a micro-political view contributes to the theoretical understanding of subsidiary initiatives in the MNC by complementing traditional evolutionary perspectives.
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| 5. |
- Gorgijevski, Alexander N., 1991-, et al.
(författare)
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Subsidiary Strategic Influence : The Role of Subsidiary Attention-Building Behavior
- 2022
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Ingår i: Management Decision. - : Emerald Group Publishing Limited. - 0025-1747 .- 1758-6070. ; 60:13, s. 48-65
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Tidskriftsartikel (refereegranskat)abstract
- PurposeBy 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/approachThe 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.FindingsThe 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/valueThis 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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| 6. |
- 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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