Organizing MNC Internal Networks to Manage Global Customers: Strategies of Political Compromising

Abstract

The present study approaches multinational corporations as internal networks that are constantly newly organized on the basis of relationships, operations, activities, and tasks at hand. It combines MNCs-as-networks view with the research on supplier–customer relationship development to conceptualize the relational dynamics in the MNCs. The dynamics are seen created as the interplay of organizing within internal networks and managing of the global customer relationships. Through an empirical study on a project business MNC and analysis of the events in its global customer relationship the study defines strategies of political compromising in MNC internal networks.

Citation

Pernu, E., Mainela, T. and Puhakka, V. (2014), "Organizing MNC Internal Networks to Manage Global Customers: Strategies of Political Compromising", Orchestration of the Global Network Organization (Advances in International Management, Vol. 27), Emerald Group Publishing Limited, Leeds, pp. 349-376. https://doi.org/10.1108/S1571-502720140000027010