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Catherine Welch

This paper investigates the internationalization of consulting providers that supply to multilateral institutions such as the World Bank, United Nations and Asian…

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.

Details

Research on International Service Marketing: A state of the Art
Type: Book
ISBN: 978-0-76231-185-9

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Article

Lisa Jane Hewerdine, Maria Rumyantseva and Catherine Welch

There has been growing interest in studying the internationalisation of small and medium-sized high-technology firms. This literature tends to equate…

Abstract

Purpose

There has been growing interest in studying the internationalisation of small and medium-sized high-technology firms. This literature tends to equate “internationalisation” with the “internationalisation of sales”. Yet sales are not the only international activity of high-tech firms. High-tech firms need resources and not just markets. The purpose of this paper is to contribute to an understanding of this resource dimension of the international behaviour of high-tech firms.

Design/methodology/approach

The empirical basis for the study lies in a multiple case study of six high-tech small and medium-sized enterprises (SMEs). The authors selected two firms from each of three high-tech industries: biotechnology (specifically drug development), renewable energy and ICT. The key decision makers in each firms were then interviewed in depth.

Findings

The authors show that for the case firms in the study, internationalisation can take the form of searching, prospecting or “scavenging” for resources. “Resource-seeking” behaviour occurs because the SMEs do not own, control or have access to sufficient resources to bring their technology to market on their own. The pattern of internationalisation that results from resource scavenging is different to that of traditional “market-seeking” internationalisation.

Originality/value

This paper provides evidence of how the resource-acquisition behaviour of high-tech SMEs can be an important element of their internationalisation. Yet existing literature has focused almost exclusively on the market-seeking internationalisation of these firms.

Details

International Marketing Review, vol. 31 no. 3
Type: Research Article
ISSN: 0265-1335

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Article

Catherine Welch and Ian Wilkinson

The concept of “embeddedness” is central to industrial marketing and purchasing (IMP) theories. This paper is concerned with one form of embeddedness, namely the political…

Abstract

The concept of “embeddedness” is central to industrial marketing and purchasing (IMP) theories. This paper is concerned with one form of embeddedness, namely the political embeddedness of business networks. Existing IMP literature on political embeddedness is reviewed and four dimensions of political embeddedness identified: political institutions, political actors, the political activities of firms and political resources. Research into each of these dimensions of political embeddedness is extended in this paper by analysing the findings from a longitudinal case study of the networks of an exporting firm. The case contributes to a deeper understanding of the “political embeddedness” concept, and suggests that the interpenetration of marketing and policy exchange is a feature of networks in “politically salient” industries.

Details

International Marketing Review, vol. 21 no. 2
Type: Research Article
ISSN: 0265-1335

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Jacqueline Mees-Buss and Catherine Welch

The purpose of this chapter is to examine how a multinational enterprise (MNE) makes sense of the ‘wicked problem’ of corporate social responsibility (CSR).

Abstract

Purpose

The purpose of this chapter is to examine how a multinational enterprise (MNE) makes sense of the ‘wicked problem’ of corporate social responsibility (CSR).

Design/methodology/approach

We analyse the single case of an acknowledged leader in CSR, Unilever. We undertake an interpretive textual analysis of how Unilever has accounted for its progress towards greater social and environmental responsibility in its annual social and environmental reports published between 2000 and 2012.

Findings

We identify enduring themes as well as what has changed in this 12-year period. We conclude that while Unilever has made definite progress, becoming more confident and ambitious in its plans and achievements, it potentially runs the risk of reducing CSR to a ‘tame problem’ that can be solved through technical solutions that offer win-win solutions and do not challenge the economic theory of the firm.

Research implications

We show the value of using the perspective of ‘wicked problems’ to understand the complexity of the CSR challenge facing the MNE.

Practical implications

We suggest that the current approach of measuring CSR progress has limitations and potentially negative side effects.

Originality/value

Our chapter offers a novel conceptualisation of CSR, as well as empirical evidence of CSR as a process of corporate sensemaking in the face of ‘wicked problems’.

Details

International Business and Sustainable Development
Type: Book
ISBN: 978-1-78190-990-4

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Book part

Lisa Hewerdine and Catherine Welch

Cochlear's first product, the 22-channel Nucleus implant, was the result of a research programme that has been dated back to 1967, when Graeme Clark, an ear, nose and…

Abstract

Cochlear's first product, the 22-channel Nucleus implant, was the result of a research programme that has been dated back to 1967, when Graeme Clark, an ear, nose and throat (ENT) surgeon, commenced doctoral work on the electrical stimulation of the hearing nerve. Following the completion of his PhD in 1969, Clark was appointed the inaugural Chair in Otolaryngology at the University of Melbourne. When he joined the university in 1970, his primary objective was the practical application of his PhD research: namely, the development of a ‘bionic ear’, an electronic device that would stimulate the hearing nerve in the profoundly deaf. He realised early on that lack of resources would be one of his major impediments:across the road [from my office] the experimental research laboratory was in a disused hospital mortuary. When I looked at the mortuary my heart sank. It was dilapidated and bare. There was a stone table in the centre, but little else. The walls needed painting, and the light diffused poorly through the high windows. Anyway, I had no money to buy equipment even if the laboratory itself were satisfactory. (Clark, 2000, p. 54)

Details

New Perspectives in International Business Research
Type: Book
ISBN: 978-1-84855-279-1

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Article

Rita Järventie-Thesleff, Minna Logemann, Rebecca Piekkari and Janne Tienari

The purpose of this paper is to shed new light on carrying out “at-home” ethnography by building and extending the notion of roles as boundary objects, and to elucidate…

Abstract

Purpose

The purpose of this paper is to shed new light on carrying out “at-home” ethnography by building and extending the notion of roles as boundary objects, and to elucidate how evolving roles mediate professional identity work of the ethnographer.

Design/methodology/approach

In order to theorize about how professional identities and identity work play out in “at-home” ethnography, the study builds on the notion of roles as boundary objects constructed in interaction between knowledge domains. The study is based on two ethnographic research projects carried out by high-level career switchers – corporate executives who conducted research in their own organizations and eventually left to work in academia.

Findings

The paper contends that the interaction between the corporate world and academia gives rise to specific yet intertwined roles; and that the meanings attached to these roles and role transitions shape the way ethnographers work on their professional identities.

Research limitations/implications

These findings have implications for organizational ethnography where the researcher’s identity work should receive more attention in relation to fieldwork, headwork, and textwork.

Originality/value

The study builds on and extends the notion of roles as boundary objects and as triggers of identity work in the context of “at-home” ethnographic research work, and sheds light on the way researchers continuously contest and renegotiate meanings for both domains, and move from one role to another while doing so.

Details

Journal of Organizational Ethnography, vol. 5 no. 3
Type: Research Article
ISSN: 2046-6749

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Book part

Maryann Feldman and Grazia D. Santangelo

This volume is the outcome of the 33rd European International Business Academy (EIBA) conference held at the Faculty of Political Science of the University of Catania…

Abstract

This volume is the outcome of the 33rd European International Business Academy (EIBA) conference held at the Faculty of Political Science of the University of Catania (Italy). This conference brought together more than 300 scholars from around the world to discuss theoretical and empirical issues in international business (IB), as well as their consequences and challenges to IB scholars and policy-makers. Organized around 10 thematic tracks, the conference is the annual forum for discussing major research issues in the IB realm. This volume is a collection of the best papers, which, selected through a blind refereeing process for presentation at the conference, make significant contributions by providing fresh new perspectives on a variety of relevant topics.

Details

New Perspectives in International Business Research
Type: Book
ISBN: 978-1-84855-279-1

Abstract

Details

Corporate Communications: An International Journal, vol. 19 no. 1
Type: Research Article
ISSN: 1356-3289

Abstract

Details

International Business and Sustainable Development
Type: Book
ISBN: 978-1-78190-990-4

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Abstract

Details

Research on International Service Marketing: A state of the Art
Type: Book
ISBN: 978-0-76231-185-9

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