Success Strategies and Knowledge Transfer in Cross-Border Consulting Operations

1. Front Matter

   Pages i-xv

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2. Introduction

   • Roger Svensson

   Pages 1-14

3. Theoretical Framework

   • Roger Svensson

   Pages 15-29

4. International Consulting

   • Roger Svensson

   Pages 31-46

5. Development Agencies, Clients and Consulting Firms

   • Roger Svensson

   Pages 47-62

6. Knowledge Transfer

   • Roger Svensson

   Pages 63-75

7. Success Factors When Tendering

   • Roger Svensson

   Pages 77-102

8. Management Services and State-Owned Consulting Firms

   • Roger Svensson

   Pages 103-124

9. Success Strategies and Competitiveness in the Global Market

   • Roger Svensson

   Pages 125-147

10. Conclusions

    • Roger Svensson

    Pages 149-155

11. Back Matter

    Pages 157-204

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Success Strategies and Knowledge Transfer in Cross-Border Consulting Operations analyzes the international operations of consulting firms. Apart from developing a theoretical framework which differs from traditional theories about international trade, the main issues analyzed in this book are: 1) Success determinants when tendering for international consulting contracts; 2) The choice between exports, acquisition of a local firm or establishing a greenfield office when entering foreign markets; 3) The extent and nature of knowledge transfer to emerging markets; 4) The role of development agencies in international consulting projects; 5) The trend towards, and consequences of, more management services included in international projects; 6) The effects on competition when state-owned consulting firms are allowed to operate in the international market. The empirical analysis of these issues is based on a unique database of individual tender documents which Swedish consulting firms have submitted abroad.

• Emerging Markets
• competitiveness
• development
• international trade
• management
• strategy

• The Research Institute of Industrial Economics, Stockholm, Sweden

  Roger Svensson

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