When West meets East: the case of a Scandinavian consulting firm’s expansion into India

Poulfelt, Flemming, Skovgaard-Smith, Irene and Groes Christiansen, Kåre (2014) When West meets East: the case of a Scandinavian consulting firm’s expansion into India. European Journal of International Management, 8 (4). pp. 373-391. ISSN 1751-6765

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Official URL: http://dx.doi.org/10.1504/EJIM.2014.062964


The paper explores how a Scandinavian management consulting firm entered the Indian market and how this process of international expansion set in motion a significant change in organisational identity. The purpose of the article is to explore and reflect on how a medium-sized consulting firm managed its transition to the new context of India and the resulting implications for practising consulting in a new environment. In this case, the experience in India changed the firm and challenged preconceptions about the process of globalisation being a one-way export of Western products, knowledge and ideas. A different firm emerged from the experience: one that is not only more international but which is also now becoming more clearly differentiated in the Scandinavian market. The phenomenon observed is termed ‘reverse consulting’ and is emerging as a new driver in the internationalisation of professional services firms.

Item Type: Journal Article
Additional Information: This is the author's accepted manuscript version. The version of record can be found at: http://www.inderscienceonline.com/doi/abs/10.1504/EJIM.2014.062964. Copyright Inderscience.
Keywords: management consulting firm, internationalisation, international management, entry strategy, professional service firms, reverse consulting, organisational identity, integration process, Scandinavia, India, marked entry, international expansion, globalisation
Faculty: ARCHIVED Lord Ashcroft International Business School (until September 2018)
Depositing User: Dr Irene Skovgaard-Smith
Date Deposited: 16 Feb 2017 09:05
Last Modified: 09 Sep 2021 19:01
URI: https://arro.anglia.ac.uk/id/eprint/701501

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