Does proactivity matter? the importance of initiative selling tactics for headquarters acceptance of subsidiary initiatives

A.N Gorgijevski; C. Holmström Lind; K. Lagerström

doi:10.1016/j.intman.2019.04.004

Does proactivity matter? the importance of initiative selling tactics for headquarters acceptance of subsidiary initiatives

A.N Gorgijevski, C. Holmström Lind, K. Lagerström

Research output: Contribution to Journal › Article › Academic › peer-review

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 understanding 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.

Original language	English
Article number	100673
Number of pages	17
Journal	Journal of International Management
Volume	25
Issue number	4
DOIs	https://doi.org/10.1016/j.intman.2019.04.004
Publication status	Published - Dec 2019
Externally published	Yes

Funding

We would like to thank the two anonymous reviewers and the journal editor for helpful comments. Moreover, we also want express our gratitude to Professor Udo Zander at the Stockholm School of Economics for commenting on an early version of this paper as well as to Silvan Brauen and Christian Saleki for support with qualitative data collection. We also acknowledge the financial support from Handelsbanken's research foundation . We would like to thank the two anonymous reviewers and the journal editor for helpful comments. Moreover, we also want express our gratitude to Professor Udo Zander at the Stockholm School of Economics for commenting on an early version of this paper as well as to Silvan Brauen and Christian Saleki for support with qualitative data collection. We also acknowledge the financial support from Handelsbanken's research foundation.

Funders	Funder number
Handelsbanken's research foundation
Stockholm School of Economics

Keywords

Multinational corporations (MNCs)
Subsidiary initiatives
Issue selling
Corporate entrepreneurship
Headquarters attention
Voice behavior

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10.1016/j.intman.2019.04.004

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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 understanding 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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Does proactivity matter? the importance of initiative selling tactics for headquarters acceptance of subsidiary initiatives

Abstract

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Keywords

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