Work

Global Attention and Mobility‐Enabled Knowledge: How Intermediate Units Gain Strategic Visibility in Multinational Corporations

Year: 2026

Type: article

Abstract: ABSTRACT This study examines how Intermediate Units (IUs) in multinational corporations gain the attention of corporate headquarters and subsidiaries. Using the Attention‐Based View, we show that attention depends on how visible and useful the IU's knowledge appears to other internal actors. Much of this knowledge is shaped by international experience and mobility‐driven learning, which expose IU managers to diverse markets, technologies, and coordination practices. Based on data from 70 IUs in Spain, we find that market‐experiential knowledge and technical expertise strengthen relationships with subsidiaries while headquarters are more responsive to supervisory competence and market‐experiential knowledge. Mobility‐enabled knowledge is interpreted differently across organizational levels, leading to distinct attention responses to the same resource signals. Post hoc analyses further show that higher levels of attention are associated with greater strategic autonomy and stronger regional performance. Overall, the study offers actionable guidance for IU managers and global mobility leaders on how international experience can be leveraged to build internal credibility, enhance cross‐unit collaboration, and strengthen the strategic positioning of IUs in complex multinational firms.

Source: Thunderbird International Business Review

DOI: 10.1002/tie.70107

Authors: Jose Pla‐Barber, Ana Botella‐Andreu, Andrea Pallás‐Rocafull

Institution: Universitat de València

Language: English

Topic: International Business and FDI

Subfield: Strategy and Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

Estimated APC paid: $3,460

Funder: Ministerio de Ciencia, Innovación y Universidades