caa a22 4500 388100133 CHVBK 20180307125316.0 cr unu---uuuuu 161130s1999 xx s 000 0 eng 10.2307/3116240 doi S0007680500073566 pii (NATIONALLICENCE)cambridge-10.2307/3116240 Kipping Matthias MATTHIAS KIPPING is Reader in European Management and Director of the Centre for International Business History (CIBH) at the University of Reading, U.K. American Management Consulting Companies in Western Europe, 1920 to 1990: Products, Reputation, and Relationships [Elektronische Daten] [Matthias Kipping] This article surveys the expansion of American management consulting companies to Western Europe in the twentieth century. It focuses on the way these consultancies built and sustained activities outside their home country. A number of elements facilitated expansion abroad, including the creation of new and distinctive "products,” or approaches to management, and the use of domestic multinational clients as "bridges” to foreign countries. But to be successful in the long run, American consulting companies needed to create relationships with clients in the host country. In this respect, social and, sometimes, political contacts with the local elite, usually established through a few well-connected individuals, proved a crucial advantage. Copyright © The President and Fellows of Harvard College 1999 Business History Review Cambridge University Press 73/2(1999), 190-220 0007-6805 73:2<190 1999 73 BHR https://doi.org/10.2307/3116240 text/html Onlinezugriff via DOI 1 research-article jats NATIONALLICENCE 856 40 https://doi.org/10.2307/3116240 text/html Onlinezugriff via DOI NATIONALLICENCE 100 1- Kipping Matthias MATTHIAS KIPPING is Reader in European Management and Director of the Centre for International Business History (CIBH) at the University of Reading, U.K NATIONALLICENCE 773 0- Business History Review Cambridge University Press 73/2(1999), 190-220 0007-6805 73:2<190 1999 73 BHR CC0 http://creativecommons.org/publicdomain/zero/1.0 nationallicence BK010053 XK010053 XK010000 NATIONALLICENCE NATIONALLICENCE NL-cambridge