Abstract
Effective sharing of market-related intelligence is a key determinant of competitive advantage for multinational corporations (MNCs). Drawing on research on transnational management and market-driven organizations, a qualitative case-based analysis centered on a Thai telecom firm examines the key drivers of knowledge transfer from international affiliates in host countries to headquarters during various stages of internationalization. Interviews with a dozen executives who manage 18 offices in the Asia-Pacific region highlight three key factors that affect knowledge transfer in MNCs: the market-driven capability of the firm, the functional diversification of international affiliates in host countries, and the individual functional orientation among key personnel working in the affiliate locations. Exploring the impact of these factors as the leaders of the MNC strive to accomplish their organizational goals during various phases of international expansion, the study also points to the need for further research to fully assess the effects of distance—in terms of culture, geography, and language—on knowledge transfer. ©2015 Wiley Periodicals, Inc.
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