Seeking information in Russia

Jon-Arild Johannessen

European Management Journal, 1994, vol. 12, issue 3, 338-345

Abstract: This is a Case Study of a medium-sized firm, called (anonymously) Net, Located on the north coast of Norway in an area known for its fishing industry. Net is involved in fishing -- its production and sales. Until recently, Net was on the verge of bankruptcy, but following an alliance with a Russian firm, achieved a substantial surplus in relation to its size. Net's top manager has stated that the firm's competitive edge has been sharpened by its alliance with the Russians. Net is the only Norwegian company known to have created an alliance of this kind with a Russian firm in the fishing industry. The research in this article centres around finding out what processes are the most effective in an intelligence search in Russia. The results identify three processes: trust-conducive, relationship and integration.

Date: 1994
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