Success Strategies and Knowledge Transfer in Cross-Border Consulting Operations
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
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Economics of Science, Technology and Innovation VOLUME 19
Series Editors Cristiano Antonelli, University a/Torino, Italy Bo Carlsson, Case Western Reserve University, USA.
Editorial Board: Steven Klepper, Carnegie Mellon University, USA. Richard Langlois, University o/Connecticut, USA. 1.S. Metcalfe, University o/Manchester, UK. David Mowery, University o/California, Berkeley, USA. Pascal Petit, CEPREMAP, France Luc Soete, Maastricht University, The Netherlands
The titles published in this series are listed at the end ofthis volume.
Success Strategies and Knowledge Transfer in Cross-Border Consulting Operations
by
Roger Svensson The Research Institute of Industrial Economics Stockholm, Sweden
.....
"
Springer Science+Business Media, LLC
Library of Congress Cataloging-in-Publication Data Svensson, Roger. Success strategies and knowledge transfer in eross-border eonsulting operations / by Roger Svensson. p. em.-- (Economics of scienee, teehnology, and innovation ; 19) Inc1udes bibliographical references and index. ISBN 978-1-4613-6972-1 ISBN 978-1-4615-4385-5 (eBook) DOI 10.1007/978-1-4615-4385-5 1. Business eonsultants. 2. International business enterprises-Management. 1. Title. II. Series.
HD69.C6 S954 2000 658.4'6--dc21
99-086381
Copyright @ 2000 by Springer Science+Business Media New York Originally published by Kluwer Academic Publishers in 2000 Softcover reprint of the hardcover 1st edition 2000 All rights reserved. No part of this publieation may be reprodueed, stored in a retrieval system or transmitted in any form or by any means, mechanical, photo-copying, recording, or otherwise, without the prior written permis sion of the publisher, Springer Science+Business Media, LLC.
Printed on acid-free paper.
CONTENTS List of Figures
ix
List of Tables
xi
Preface and Acknowledgements
xv
Chapter 1
Introduction 1 1.1 The Consulting Sector Deserves more Attention ................ 1 1.2 The First Book about International Consulting Operations ........ 4 1.3 Unique Data on Tender Documents .......................... 7 1.4 The Role of Consulting Firms and their Services ............... 8 1.5 Outline of the Book ...................................... 12
2
Theoretical Framework 15 2.1 The Nature of Consulting Services: Long-Term Relationships .... 15 2.2 The Nature of Consulting Firms ............................ 18 2.2.1 Independent Firms ................................ 18 2.2.2 Knowledge-Based Firms .......................... 20 2.3 The Market Structure: Scope Economies ..................... 25 2.4 The Customers: The Clients ............................... 28
3
International Consulting 31 3.1 International versus Domestic Consulting .................... 31 3.2 The Demand Shock Theory ............................... 34 3.3 The Entry Mode Choice by Nordic Consulting Firms ........... 38 3.4 Summary .............................................. 45
4
Development Agencies, Clients and Consulting Firms 47 4.1 The Role of Development Agencies ......................... 47 4.2 Bilateral versus Mult
