Skema Research > skema-event > research seminar john mawdsley dec 12

KTO-OFCE-GREDEG Research seminar John Mawdsley - Dec. 12

John Mawdsley (HEC Paris) will present a paper titled: "Demand-Side strategy, relational advantage and partner-driven corporate scope: the case for client-led diversification" co-authored with Deepak Somaya (University of Illinois at Urbana-Champaign.


We advance research on corporate diversification by joining insights from the demand-side and relational views in strategy to offer a novel theory of client-led diversification. We propose that client-led diversification results from a combination of the customer-driven opportunities emphasised in the demand-side view and the creation of added value through relational assets that is a central tenet of the relational view. Furthermore, we hypothesise that suppliers’ client-specific knowledge, clients’ relational commitment to suppliers, and growth opportunities in clients’ markets (relative to the suppliers’ own markets) will magnify the client-led diversification effect. We test our hypotheses using a longitudinal dataset on patent law firms and their diversification into new domains of patent prosecution work for their corporate clients.

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