Sustaining a Business: From Partnership to Acquisition

The chapter explores how internationalisation accounted for sustained business success during the turbulent time of radical economic, political and social transformation in Eastern Europe. The study adopts a longitudinal approach to exploring the evolution of internationalisation – from a partnership via an international joint venture between a company and a government, to partial acquisition and finally - into a wholly-owned subsidiary. The focus is on a case company from Central and Eastern Europe at the time when the transition process from a centrally planned towards a market led economic system was under way. Dyadic and triadic relationships are investigated by applying sets of theoretical approaches to the creation of an East-West business relationship. They encompass the role of the country’s government, the management of the focal company and the foreign partner. Furthermore, the role of interactions and relationships of personal and organizational nature, as well as commitment and trust building, are in focus. The chapter charts the development of the focal company over a period of more than twenty years calling upon concepts that are intrinsic to understanding relational development and the integration of the company into global business structures.