To read the full version of this content please select one of the options below:

INTERNATIONAL CONSULTING PROVIDERS AND MULTILATERAL INSTITUTIONS: NETWORKS AND INTERNATIONALIZATION

Research on International Service Marketing: A state of the Art

ISBN: 978-0-76231-185-9, eISBN: 978-1-84950-331-0

ISSN: 1474-7979

Publication date: 16 June 2005

Abstract

This paper investigates the internationalization of consulting providers that supply to multilateral institutions such as the World Bank, United Nations and Asian Development Bank. Previous research has identified that such clients do play a notable role in the internationalization of some consulting firms, but little empirical research has been undertaken. In this paper, a “network” approach to internationalization is taken, with the findings from an interview study suggesting that while consulting providers “follow” multilateral institutions to new markets, this is only one of several “relationship strategies” that firms use in combination to enter and develop foreign markets.

Citation

Welch, C. (2005), "INTERNATIONAL CONSULTING PROVIDERS AND MULTILATERAL INSTITUTIONS: NETWORKS AND INTERNATIONALIZATION", de Ruyter, K. and Pauwels, P. (Ed.) Research on International Service Marketing: A state of the Art (Advances in International Marketing, Vol. 15), Emerald Group Publishing Limited, Bingley, pp. 175-197. https://doi.org/10.1016/S1474-7979(04)15008-4

Publisher

:

Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited