Relationship Development in Greenfield Expansions

Rian Drogendijk, Ulf Andersson

    Research output: Contribution to journalJournal articleResearchpeer-review


    This paper investigates conceptually how new Greenfield subsidiaries develop relationships over time. We focus our analysis on the earliest start-up stage of new Greenfield subsidiaries, and on the dynamics of relationships development with five different groups of actors within the MNC and the local environment of the new Greenfield. We argue that relationship strength, or the intensity of interaction and resource exchange, depends on the new Greenfield''s degree of dependence or interdependence within these relationships and develop propositions based on institutional theory, resource dependency theory and network approaches. In the concluding sections we suggest directions for future work to enhance understanding of the dynamics of relationship management in new Greenfield expansions.
    Original languageEnglish
    JournalInternational Business Review
    Issue number2
    Pages (from-to)381-391
    Publication statusPublished - Apr 2013

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