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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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| 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. |
- Hult, G. Tomas M., et al.
(författare)
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A Ten Country-Company Study of Sustainability and Product-Market Performance : Influences of Doing Good, Warm Glow, and Price Fairness
- 2018
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Ingår i: Journal of Macromarketing. - : Sage Publications. - 0276-1467 .- 1552-6534. ; 38:3, s. 242-261
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Tidskriftsartikel (refereegranskat)abstract
- Countries, companies, and customers are becoming increasingly concerned with sustainability. However, it is unclear how much increased cost, if any, companies are willing to tolerate for sustainability efforts at the rate of potentially lower profits. Plus, what are the customers' sensitivities to the prices of products/services that are developed within the realm of sustainability initiatives (e.g., how much more can the products/services cost and still be viable)? Additionally, with 193 countries of the United Nations ratifying the Sustainable Development Goals, we know that countries are focused on sustainability, but can companies achieve positive sustainability effects on performance above what countries are doing? Consequently, what are the macro-micro dynamics in play for sustainability efforts? In a 10-country study involving 4,051 companies, we examine these macro-micro (country-company) dynamics, company costs, customer costs, and price sensitivities on the effects of sustainability on companies' performance. The results indicate that positive effects on companies' performance can be achieved (1) from the companies' sustainability efforts in all 10 countries studied, (2) even if the costs and/or prices increased by 27 to 72 percent (depending on the dynamic and scenario), and (3) by companies implementing sustainability efforts that are 5 to 30 percent above the efforts of the country. Increased sustainability effects can also be gained from lowering customer and company costs, but no such effects were found when lowering product prices.
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| 8. |
- Lagerström, Katarina, 1969-, et al.
(författare)
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Building R&D capability in subsidiaries – conceptualization of a process perspective
- 2019
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Ingår i: Multinational Business Review. - 1525-383X .- 2054-1686. ; 27:1, s. 35-53
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Tidskriftsartikel (refereegranskat)abstract
- © 2018, Emerald Publishing Limited. Purpose: The purpose of this paper is to contribute to the literature discussing the internationalization of research and development (R&D) among multinational companies by proposing a process description to capture the development of local R&D capabilities in subsidiaries. Design/methodology/approach: The authors build the conceptualization not only on the prevailing literature on resource management, subsidiary evolution and subsidiary initiatives, but also on empirical observations. Findings: A process in four phases is distinguished to describe the evolution of R&D capabilities in subsidiaries: the identification of an opportunity in the host country that triggers the establishment of local R&D capabilities; the gathering of support – from the host country and from MNC internally – and resources; the bundling of the resources to build capabilities; and finally the leveraging of the capabilities. Research limitations/implications: By offering a conceptualization of the process through which subsidiaries build R&D capabilities, the authors contribute to the literature on R&D internationalization that hitherto has neglected the central role played by subsidiaries and the fact that a subsidiary needs to develop and manage resources and capabilities to change its R&D related role and/or mandate within the MNC. Originality/value: By providing a process perspective on MNCs internationalization of R&D focussing on the development and management of R&D capabilities at subsidiaries, the paper adds a more dynamic dimension to the previously rather static view on R&D internationalization.
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