The external knowledge sourcing process in multinational corporations

Monteiro, F and Birkinshaw, J (2017) The external knowledge sourcing process in multinational corporations. Strategic Management Journal, 38 (2). pp. 342-362. ISSN 0143-2095

Abstract

Over the years, many multinational corporations (MNCs) have created overseas “scouting” units to tap into new ideas and opportunities in leading-edge markets, but with mixed outcomes. In this study, we describe the development of a European telecom firm's scouting unit in Silicon Valley during the 2000s, focusing on the specific approaches used by the scouting managers to build effective connections between Silicon Valley start-ups and the firm's business units back in Europe. We identify four distinct approaches for different types of opportunities, and we observe a clear sequencing of effort over time as the scouting managers built the necessary capabilities and credibility.