Nick Fry

• Birkinshaw, J. M.; Fry, J. N., 1998, "Subsidiary Initiatives to Develop New Markets", MIT Sloan Management Review, January 39(3): 51 - 61.
  Abstract: Subsidiary initiative enables multinational corporations (MNC) to tap into opportunities around the world, and, through competition among units, it enhances operational efficiency. But these initiatives face obstacles. Managers often encounter a 'corporate immune system' that works against their efforts. They need savvy, persistence, and luck to break through corporate barriers. In a study of subsidiary initiatives in 5 countries, it was found that these initiatives took 2 forms: externally focused, involving new opportunities in the marketplace and internally focused, involving opportunities within the boundaries of the corporation. Based on several observations, 2 key roles are suggested for foreign subsidiaries: market development, in which the subsidiary identifies and acts on new business opportunities in its local market and network optimization, in which the subsidiary seeks out and eliminates inefficient activities within the multinational network.

For more publications please see our Research Database