In two Finnish companies operating in Russia, existing contacts helped their local units develop stronger business ties after entry. The study suggests that you should start building customer and partner relationships before opening a subsidiary. Give subsidiary managers enough authority to work with partners, and recruit leaders with local business experience and language skills alongside staff with local knowledge. The findings come from two cases, so they do not establish a general effect on financial performance.
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Olli Kuivalainen
This summary was produced with the help of AI. The content has been reviewed and approved by LUT University Communications and the researcher behind the publication.
