In the first chapter of my thesis, I examine a domestic downstream producer that acquires a foreign input supplier with the aim of manipulating the transfer price and shifting profits from a high-tax to a low-tax country. The United States, with a corporate tax rate of 21%, is the leading example of profit shifting behavior, where multinational enterprises like Google, Apple and Facebook shift part of their profits to tax havens like Ireland, the Netherlands, or Switzerland. In our model, the multinational enterprise faces a trade-off: insourcing the input at a high transfer price reduces the corporate tax burden but at the cost of increasing the input cost of its downstream division, which reduces domestic sales and profits. The optimal transfer price balances this trade-off. In an extension that we develop in the model, the regulation under the arm’s length principle is shown to reduce the transfer price, which reduces distortion in the domestic production and expands the region in which vertical FDI benefits consumers and social welfare in the home country. We also show that promoting downstream competition could help align private and social incentives, reinforcing the positive effects of regulation. In the second chapter, I study the effect of consumer learning on shrouding (hiding information about the product price) and pricing strategies of the firms in add-on markets. The presence of consumer myopia in add-on markets often allows firms to exploit consumers who have limited information about the market, even in competitive ones. I formally develop a dynamic theoretical model of add-on markets where consumers learn about the shrouding strategies of firms after they buy and experience expensive add-on products in a previous period. Despite high levels of consumer myopia, I find that firms choose to unshroud the add-on product and sell it at a low price as long as consumer experience is high enough in the market. I also find co-existence of shrouding and unshrouding equilibria with high add-on prices when the level of consumer experience is low enough and the level of consumer myopia is high enough in the market. The results combine the contrasting results in the literature for add-on markets (Gabaix and Laibson (2006) and Dahremoller (2013)), and are robust to an infinite-period extension of the model. In the third chapter, I formally develop a theoretical model of the market for quacks, where market consists of both firms which provide a useless service and some experts. Apart from the naive consumers who sample firms based on anecdotal reasoning, I introduce some consumers who use Bayesian updating based on the distribution of firms in the market (sophistication), and hence can infer some information about firms based on the signals they receive, and study its effect on the behavior of firms in the market. In this setting, I find a Bayesian mixed-strategy Nash equilibrium, in which firms choose to randomize over low prices and sell their services to naive and sophisticated consumers, as long as there is a significant fraction of consumers who update their information based on the distribution of the firms in the market. The higher is the quality of service provided by the expert, the larger is the region in which this Nash equilibrium prevails. In contrast, if the fraction of consumers with incorrect beliefs is high enough, firms sell their services at high prices in equilibrium and only to the latter type of consumers. I extend the benchmark model to include more than one quack (and more than one expert), and the results are shown to be robust to the extensions. When there are two quacks and two experts, I find that firms may ‘split’ the market, and sell their services at different prices.

本文以 Barnett (1980) 一文為基礎，採用第三地市場以納入廠商型態為多國籍企業 (multinational enterprise) 的模型。本文旨在分析當兩國政府面對獨占廠商的生產不效率及製造過程中汙染排放引發的生產外部性時，如何制定最適汙染稅稅率。並比較經濟開放後資本要素可自由於兩國間移動，最適汙染稅稅率會如何變化。 本研究發現政府課稅將受三種效果影響：消費者剩餘效果 (consumer surplus effect)、利潤移轉效果 (profit-shifting effect)、汙染控制效果 (pollution control effect)。不論在封閉經濟體系或開放經濟體系下，當消費者剩餘效果大於利潤移轉效果時，政府會將最適汙染稅率制定低於皮古稅 (Pigouvian tax)，以補貼獨占廠商增加產量以提高社會福利；若利潤移轉效果大於消費者剩餘效果時，最適汙染稅稅率將高於皮古稅，以藉由汙染稅獲取更多的企業利潤。 當經濟開放後資本可於兩國間自由移動，除原先稅率對產量的直接效果(direct effect) 外，稅率亦會透過資本間接影響產量，為間接效果 (indirect effect)。間接效果將使產量對於稅率的變動較不敏感，因此為吸引具流動性的資本要素進入當地投資，政府會將汙染稅稅率調高以獲取更多企業利潤。 / Based on the setting of Barnett (1980), the thesis develops a model to analyze the optimal pollution tax on multinational enterprises with negative externalities. Governments have only one policy variable: the pollution tax. Each government levies the pollution tax on the output of multinational enterprises, and the tax revenues are returned to the residents in a lump sum manner. The purpose of this thesis is to explore the optimal taxation on the multinational enterprise with externalities and mobile capital flow. The thesis obtains several results: First, no matter in the case of closed economy or open economy, the second-best optimal pollution tax may be less or greater than the marginal pollution damage. It may be lower because the consumer surplus effect dominates the profit-shifting effect, so the government chooses a lower tax rate to stimulate production and to increase social welfare. Second, when the capital can freely move between countries, the governments will levy a tax rate higher than that of a closed economy. Doing so can attract the flow of capital so that government can get more profit.

創業精神的研究對象概可分為新創企業及已奠基廠商，本研究是關注已奠基廠商的創業行為研究，稱為公司興業精神研究。此研究的主軸是興業精神行為模式，此模式是以興業導向衡量公司興業精神，主要在探討公司興業精神與廠商績效的關聯，過去二十多年來在許多學者的努力下已有豐碩的理論發展與實證成果。然此類研究也遇到發展瓶頸，因而學者建議此類研究應往國際化活動或是結合社會網絡觀點發展。 本研究是以興業精神行為模式為基礎，結合社會網絡觀點中的關係鑲嵌性概念，經由文獻回顧歸納出影響多國企業子公司興業精神的關係鑲嵌性包括母子公司間公司鑲嵌性、顧客關係鑲嵌性、供應商關係鑲嵌性及政府單位關係鑲嵌性，探討不同關係鑲嵌性與多國企業子公司興業導向的關聯。 經由個案訪談及問卷調查方法，對台灣企業在大陸子公司的230位經理人進行調查，以統計方法檢定各項假說，並再對未符合預期的假說進行較深入探索性分析，研究結果發現：（1）多國企業子公司興業導向與顧客關係鑲嵌性有導U字型關聯，（2）多國企業子公司興業導向與供應商關係鑲嵌性有導U字型關聯，（3）多國企業子公司興業導向與政府單位關係鑲嵌性無關聯，（4）多國企業子公司興業導向與母子公司間關係鑲嵌性有正向關聯。此結果顯示在社會網絡理論中的重要觀點：「平衡網絡」或是「過度鑲嵌」，會在多國企業子公司的興業精神中發生，換言之，本研究證實與顧客或供應商過度鑲嵌時，會不利於子公司興業精神行為。 本研究同時也探討環境中的政策不確定性、產業不確定性及競爭不確定性與子公司興業導向的關聯，研究結果顯示：（5）多國企業子公司興業導向與政策不確定性有正向關聯，（6）多國企業子公司興業導向與產業不確定性無關聯，（7）多國企業子公司興業導向與競爭不確定性有正向關聯。研究結果顯示：在面對政策上的不確定或是競爭上的不確定時，多國企業子公司會發揮更高的興業精神來因應此環境下的變動。 最後，本研究依理論架構與實證發現，提出研究的理論貢獻、實務意涵及後續研究的建議，使未來研究能彌補理論發展或是實證研究的不足。 / Research on corporate entrepreneurship(CE) has grown rapidly over the past decades. Both scholars and practitioners remain interested in studying and better understanding CE(Ireland, Kuratko & Covins, 2002).CE has bees viewed as the driver of new business and economic growth within on-going enterprises as achieved through innovativeness, proactiveness, risk-taking(Miller, 1983; Covin & Slevin, 1989e), new business venturing (Burgelman, 1983b, Guth & Ginsberg, 1990; Zahra, 1995), self-renewal(Guth & Ginsberg, 1990; Zahra, 1995; Shama & Chrisma, 1999), opportunity pursuit(Stevenson & Jarillo, 1990; Shane & Vankataraman, 2000), etc. CE can be important not only for small and medium size enterprises but also for large corporation(Antocic & Hisrich, 2001). The previous research mainly focused on the relationship between CE and firm performance and generated an study axial of entrepreneurship behavior model that used measures as the firm entrepreneurial orientation(Covin & Slevin, 1989, 1991; Zahra, 1996,1996; Lumpkin & Dess, 1996). Although this kind of research has come out with valuable theoretical concepts and rich empirical results, it till encounters the bottleneck of research. Some scholars suggested that CE research should be extended to international business activities or include the social network perspective(Zehra et. al. , 2003). Approximately 15 years ago, research on networks emerged as an important new era of inquiring within the field of entrepreneurship, but published papers on journals were relatively few and mainly focused on the development and consequences of networks in the new venture creation process, or focused on small medium-sized firms(Hoang & Antocic, 2003). There was lack of the network perspective research on the established firm in the field of entrepreneurship. This research extended entrepreneurship into international activities and conducted an empirical study on multinational enterprise’s subsidiaries with relational embeddedness of social network perspective. Through the literature review and case study, we generated a research framework and a set of hypothesis which described the relationships between relational embeddedness and subsidiary’s entrepreneurial orientation. We collected data and used statistical tool to verify the hypothesis. Besides, we conducted an exploratory analysis on some field of what hypotheses were not supported to further understand how relational embeddedness influence the entrepreneurial behavior in the subsidiaries of multinational enterprises. This research finds that (1)there exists the inverse U shape relationship between the customer relational embeddedness and subsidiary’s entrepreneurial orientation, (2)there exists the inverse U shape relationship between the supplier relational embeddedness and subsidiary’s entrepreneurial orientation, (3)there exists no relationship between government relational embeddedness and subsidiary’s entrepreneurial orientation, (4)there exists the positive association between the mother-subsidiary relational embeddedness and subsidiary’s entrepreneurial orientation. This results imply that the important phenomenon of balance network or over embeddedness be exactly happen in the filed of subsidiary’s entrepreneurial behavior. Our study verified that over embeddedness will negatively influence the entrepreneurship of subsidiary, especially over embeddedness with customers or suppliers. This research also searched the relationship between the environmental uncertainties and subsidiary’s entrepreneurial orientation. This result finds that (5) there exists positive association between the policy uncertainty and subsidiary’s entrepreneurial orientation, (6) there exists non-association between the industry uncertainty and subsidiary’s entrepreneurial orientation,(7) there exists positive association between the competitive uncertainty and subsidiary’s entrepreneurial orientation. This imply the subsidiary will advance his entrepreneurial behavior to overcome the environmental uncertainty or pursuit the business opportunities in the dynamic change. Finally this research proposed the theoretical contribution, practitioner implications and further research suggestions

The result of the global integration of the world economy are globally operating corporations. Multinational enterprises operate in different countries whose economic policies are different from each other. These differences have considerable impact on tax policy. Taxes are the subject of conflicting interests of the international business and tax policy. One of the current objectives of the MNEs is to reduce the total cost in order to achieving competitive advantage in the global market as well as to minimize the global tax liability through its optimization. To achieve these objectives the international tax planning is a widely used means. International tax planning uses tax havens and their favourable tax conditions to divert profits. Minimizing tax liability often leads to tax avoidance or tax evasion. Different legislative adjustments and mutual meeting of local and international legislation gradually uncover gaps and weaknesses enabling reduction and shedding of profits. Consequently, states are deprived of significant tax revenue. One of the most common and most important methods to minimize the tax liability of MNEs is transfer pricing. Transfer prices are to be determined in accordance with the arm's length principle, using comparative analysis and an appropriate method of assessment. Transactions carried out between associated enterprises may be regarded as a risk area which gets to the fore states and tax administrations. The first part of thesis focuses on tax policy in terms of international taxation of income and international tax planning. The second part presents a transfer pricing. The third and last part describes the practices of MNEs in transfer pricing and corresponding initiatives of national and international organizations.

Abstracts in English, Xhosa and Southern Sotho / This study critically explores the link between internationalisation theories and outward foreign direct investment (FDI) – a linkage which is well documented in the literature. Numerous studies have established that the internationalisation process recognises both firm- and market-specific aspects, which greatly determine the direction of outward FDI in terms of volume and pattern. In this interaction, path dependency is determined by the intensity of overlapping aspects or linkages, from firm-level heterogeneity and host market aspects that direct investment patterns in terms of the latter, to the volumes of firm-level adjustments. Firm-level heterogeneity comprises those traits, which enable an individual firm to make an investment decision, select a market-entry strategy and create the competitive advantages that will sustain its investments. Macro-level or country-specific aspects encompass those traits or characteristics of host markets, which encourage FDI on the part of multinational enterprises (MNEs). Most studies overlook the path dependency of country- and firm-specific aspects, which are crucial to the internationalisation processes of international business, economics and trade. Academic studies either focus on macro- or micro-level aspects, without paying specific attention to the path dependency of expansion strategies. The present study attempts to fill these gaps in the existing body of knowledge, by investigating international business in these contexts. The rationale for undertaking this study was two-fold: first, FDI holds proven benefits for host markets, which include economic growth, industry spillover, human capital development and transitory tacit knowledge. From a firm-level perspective, outward FDI largely enhances the capacity of MNEs, prompting an increase in asset accumulation, market share and human capital development, the more efficient utilisation of resources and return on equity. In this study, an argument is presented for measuring the variables of both firm- and market-specific aspects, since most existing studies in this genre focus either on micro- or macro-level determinants, or totally overlook the importance of linkages. Second, no documented research has investigated the path dependency of expansion strategies, especially in Africa. Crucially, the importance of path dependency of South Africa’s outward investment has not been documented either. Further, existing evidence on the role the path dependency of expansion strategies plays in outward FDI are scarce, with even fewer studies following a sectorial approach. This study attempts to fill these academic research gaps by reflecting both firm- and market-level data from various sources for the period 1995–2015, using panel dynamic regression models. The study found that the linkages between firm heterogeneity (firm-level evidence) and market-level aspects create a path dependency of expansion strategies. MNEs adopt either joint ventures or wholly owned subsidiaries (or both) as market-entry strategies, but the decision is informed by the intensity of those firm heterogeneity aspects that allow them to exploit opportunities and mitigate risk in host markets. Notably, the intensity of path dependency seemingly varies from one industrial segment to the next. The impulse response approach delivered evidence that one standard deviation shock of firm-specific variables led to a moderate improvement in firm-level capacities in the short run, but a significant improvement in the long run. The same result was recorded for market-level aspects, with the intensity of the results varying from one industry to the next. The causality test attempted to explore the causal relationship between the study variables in both firm- and market-level aspects. Empirical evidence from the study indicates that the size of the firm and its capacity to utilise its resources efficiently, influence their investment in host markets. As regards market-specific aspects, the size of the economy, levels of industry and trade openness were found to have a causal effect on the inflow of FDI in host markets. The intensity of causal aspects was also found to vary from one industry to the next, due to variations in firm-level heterogeneity and their linkage in terms of aspects related to the host market. In sum, this study complements existing material on the subject of international business. / Olu phononongo luphicotha ikhonkco phakathi kweengcingane zamazwe ngamazwe kunye notyalo-mali ngokuthe ngqo oluphuma ngaphandle kumazwe asemzini (i-FDI) –indibaniselo ebhalwe kakuhle kwimiqulu yoncwadi. Izifundo ezininzi ezenziweyo ziye zaqinisekisa ukuba inkqubo yamazwe ngamazwe iyazamkela zombini inkampani- kunye nemiba ekhethekileyo yemarike, ezihlola kakhulukazi imikhombandlela (izikhokelo) ye-FDI yangaphandle ngokomthamo kunye nephatheni. Kule ntsebenziswano, indlela yokuxhomekeka ifunyanwa ngobungakanani bezinto ezisebenzelelanayo/ezingenanayo okanye izenzo zokuhlangana, ukusuka kwiintlobo-ntlobo zamanqanaba enkampani kunye neemfuno zabasingathe imicimbi yeendawo zokuthengisa (iimarike) iimpahla ezilawula iiphatheni zotyalo-imali ngokweyokugqibela, kwimilinganiselo yokulungelelaniswa kwenqanaba lwenkampani. Iintlobo-ntlobo zamanqanaba enkampani ziquka ezo mpawu, ezenza inkampani nganye yenze isigqibo sotyalo-mali, ikhethe isicwangciso sokungeniswa kwimarike kwaye siyile amathuba amahle okhuphiswano aya kugcina utyalo-mali. Inqanaba eliphezulu okanye iinkalo ezithile zelizwe zibandakanya ezo zimo okanye iimpawu zeemarike ezamkelekileyo, ezikhuthaza i-FDI kwiinkampani zamazwe ngamazwe (i-MNEs). Uninzi lwezifundo aziyiniki ngqalelo indlela yokuxhomekeka yelizwe kwimicimbi ekhethekileyo nebalulekileyo yenkampani kwiinkqubo zangokwamazwe oshishino lwamazwe ngamazwe, uqoqosho norhwebo. Uphando lwemfundo ephakamileyo lugxininisa kwiinkcukacha ezikwinqanaba eliphezulu okanye eliphantsi ngokunganiki ngqalelo kwindlela yokuxhomekeka yeendlela zokwandisa. Uphononongo lwangoku luzama ukuvala izikhewu/izikroba kulwazi olukhoyo., ngokuphanda ishishini lwamazwe ngamazwe kule meko. Ingqiqo ekwenzeni olu phando yahlulwe kubini: okokuqala, i-FDI inenzuzo eqinisekisiweyo kwabasingethe iimarike, ezibandakanya ukukhula koqoqosho, ukuchuma kwamashishini, ukuphuhliswa kwezakhono zabantu kunye nolwazi oludlulileyo lwezakhono. Ngakwicala lenqanaba lenkampani, i-FDI yangaphandle iphakamisa amandla e-MNE, ikhawulezisa ukunyusa uqokelelo lwempahla, isabelo semarike kunye nophuhliso lwabantu, ukusetyenziswa ngokufanelekileyo kwezixhobo kunye nokubuyela kubulungisa bokulingana. Kolu phononongo, impikiswano inikezelwe ukulinganisa iinguqu zombini yenkampani- kunye nemimiselo ethile yemarike, njengoko olunye uphando oluninzi olwenziweyo kolu hlobo lugxininisa koonobangela abakwizinga elisezantsi okanye eliphezulu, okanye kunganikwa ngqalelo tu kukubaluleka kwezenzo zokudibana / zokunxibelelana. Okwesibini, akukho phando lubhaliweyo oluphande indlela yokuxhomekeka kweendlela zokwandisa, ngakumbi e-Afrika. Ngokusesikweni, ukubaluleka kwendlela yokuxhomekeka yotyalo-mali lwangaphandle eMzantsi Afrika alukaze nalo lubhalwe phantsi. Ukongezelela, ubungqina obukhoyo kwindima yendlela yokuxhomekeka yeendlela zokwandisa kwi-FDI yangaphandle zinqabile, kwakunye nezifundo ezimbalwa ezilandela indlela yamacandelo. Olu phononongo luzama ukuzalisa izikroba zophando zemfundo ephakamileyo ngokuzibonakalisa zombini inkampani- kunye nedatha yamanqanaba emarike avela kwimithombo eyahlukeneyo yexesha lowe-1995-2015, usebenzisa iimodeli zepaneli ezinamandla zokubuy’umva. Uphononongo lufumanise ukuba ukudibana phakathi kweentlobo-ntlobo zenkampani (ubungqina bezinga lenkampani) kunye nemilinganiselo yezinga lemarike zidala indlela yoxhomekeko yeendlela zokukhula. Ii-MNE zamkela intsebenziswano ngokuhlangeneyo okanye bazibambele ngokwabo ngokupheleleyo (okanye zombini) njengeendlela zokungena kwimarike, kodwa isigqibo siphenjelelwa bubungakanani beentlobo-ntlobo zemicimbi yenkampani evumela ukuba baxhaphaze amathuba kwaye banciphise umngcipheko kwiimarike zenkampani. Ngokuphawulekayo, ubukhulu bokuxhomekeka wendlela yokuxhomekeka kukhangeleka kusahluka ukusuka kwicandelo elinye lozoshishino ukuya kwelinye elilandelayo. Indlela yokuphendula ngokungxama inikezele ubungqina bokuba ukuphazamiseka okusesikweni kwizinto eziguquguqukayo zenkampani ezikhethekileyo zikhokelele ekuphuculeni okusezingeni eliphakathi kwinqanaba kubungakanani benqanaba lenkampani ngexeshana, kodwa ukuphuculwa okubonakalayo nokubalulekileyo ekuhambeni kwexesha. Isiphumo esifanayo sabhalwa phantsi kwiinkalo zemarike, nobukhulu beziphumo zohluka ukusuka kwelinye ishishini ukuya kwelinye. Uvavanyo lwamaxesha athile luzame ukuphonononga ubudlelwane bamaxesha athile phakathi kwezifundo zezinto eziguquguqukayo kwiinkalo zombini inkampani –kunye nenqanaba lemarike/ neemeko zemarike. Ubungqina bamava obuvela kuphando lubonisa ukuba ubungakanani benkampani kunye namandla okusebenzisa uvimba wezixhobo ngokufanelekileyo, ziphembelela utyalo-mali kwiimarike zenkampani. Ngokubhekiselele kwimimandla ethile yemarike, ubungakanani boqoqosho, amazinga oshishino kunye nokuvuleka kwezorhwebo kufunyaniswe ukuba kunefuthe elenzekayo ngamaxesha athile ekungeneni kwe-FDI kubasingathi beemarike. Ubungakanani bemicimbi eyenzeka ngamaxesha athile yafunyanwa kwakhona ukuba yohlukile ukusuka kwelinye ishishini ukuya kwelinye, ngenxa yeenguqu kwiintlobo-ntlobo zeamanqanaba enkampani kunye nokudibana kwabo ngokwemiba enxulumene nabasingethe imarike. Kafutshane esi sifundo, sigcwalisa izixhobo ezikhoyo kwisihloko sezoshishino lamazwe ngamazwe. / Dinyakišišo tše di utolla ka tsinkelo kgokagano gareng ga diteori tša peyomaemong a boditšhabatšhaba le peeletšothwii ye e tšwago dinageng tša ka ntle (FDI) – e lego kgokagano yeo go ngwadilwego ka yona kudu ka dingwalweng. Dinyakišišo tše mmalwa di utollotše gore tshepedišo ya go bea maemong a boditšhabatšhaba e lemoga bobedi dilo tša difeme le tše di amanago le difeme, tšeo di laolago kudu fao FDI ya dinaga tša ka ntle e lebilego gona mabapi le bontši le mokgwa. Ka tirišanong ye, go tšea diphetho go ya ka maemo go laolwa ke bontši bja dilo tšeo di dirwago ka nako e tee goba dikamano, go tloga go go farologanya ditšweletšwa ka femeng le dilo tša mmaraka wa ka nageng tšeo di laolago mekgwa ya dipeeletšo mabapi le go ya ka mmaraka wa ka nageng, go ya go mehuta ye mentši ya dipeakanyo tša ka femeng. Go farologanya ditšweletšwa ka femeng go bopilwe ke diphetogo tše, tšeo di kgontšhago feme ye itšego go tšea sephetho sa mabapi le peeletšo, go kgetha maano a go tsena ka mmarakeng le go hlama menyetla ye mekaone yeo e tlago tšwetša pele peeletšo ya yona. Dikokwane tša ekonomi ye kgolo goba tša ka nageng di akaretša diphetogo tšeo goba dipharologantšhi tša mebaraka ya ka nageng, tšeo di hlohleletšago FDI ka karolong ya dikgwebo tša dinaga tša ka ntle (di-MNE). Dinyakišišo tše ntši di hlokomologile go tšea diphetho go ya ka maemo ga naga le ga dilo tša ka femeng ye itšego, tšeo di lego bohlokwa go tshepedišo ya peyomaemong a boditšhabatšhaba ya dikgwebo tša boditšhabatšhaba, diekonomi le kgwebišano. Dinyakišišo tša dirutegi di ka be di lebeletše kudu dilo tša ekonomi ye kgolo goba tša ye nnyane, ka ntle le go lebiša šedi ye kgolo go go tšea diphetho go ya ka maemo a boditšhabatšhaba ga maano a katološo. Dinyakišišo tše di leka go tlatša dikgoba tše ka tsebo ye e lego gona, ka go nyakišiša dikgwebo tša boditšhabatšhaba ka maemong a. Maikemišetšo a go dira dinyakišišo tše e bile a mabedi: sa mathomo, FDI e na le dikholego tšeo di tiišeditšwego go mebaraka ya ka dinageng, tšeo di akaretšago kgolo ya ekonomi, khuetšano ya diintasteri, tlhabollo ya bokgoni bja bašomi le phetišetšo ya tsebo ye e lego nyanyeng. Go ya ka maemong a difeme, FDI ye e tšwago dinageng tša ka ntle e godiša bokgoni bja di- MNE, ya hlohleletša koketšego ya khwetšo ya dithoto, ya kabelano ya mmaraka le ya tlhabollo ya bokgoni bja bašomi, tšhomišo ye kaone kudu ya methopo le go hwetša poelo go dikabelano. Ka mo dinyakišišong tše, go hlagišwa ntlha ya go ela diphapano tša bobedi dilo tša ka femeng le tša ka mmarakeng, ka ge bontši bja dinyakišišo tše di lego gona ka mo lekaleng le la dinyakišišo di lebeletše kudu tšeo di laolago ekonomi ye nnyane goba ye kgolo goba tšeo di hlokomologago ka botlalo bohlokwa bja dikgokagano. Sa bobedi, ga go dinyakišišo tšeo di ngwadilwego tšeo di nyakišišitšego go tšea diphetho go ya ka maemo ga maano a katološo, kudukudu ka Afrika. Se bohlokwa ke gore, bohlokwa bja go tšea diphetho go ya ka maemo ga peeletšo ya Afrika Borwa ya dinaga tša ka ntle ga se gwa ngwalwa le ge go le bjale. Godimo ga fao, bohlatse bjo bo lego gona ka ga mošomo wa go tšea diphetho go ya ka maemo fao go ralokago ka ga maano a katološo ka go FDI ya dinaga tša ka ntle e se bjo bontši, gomme go na le dinyakišišo tše mmalwa go latela mokgwa wo o lebeletšego makala. Dinyakišišo tše di leka go tlatša dikgoba tše tša dinyakišišo tša dirutegi ka go laetša tshedimošo ya bobedi ka maemong a difeme le ka mebarakeng go tšwa methopong ya mehutahuta go tloga ka mengwaga ya 1995–2015, ka go šomiša mekgwa ya kakanyo ya dikamano ye e fetogago. Dinyakišišo di hweditše gore dikamano gareng ga go farologanya ditšweletšwa (bohlatse bja ka maemong a difeme) le dilo tša maemo a ka mmarakeng di hlola go tšea diphetho go ya ka maemo ga maano a katološo. Di-MNE di šomiša masolo a mohlakanelwa goba dikhamphani tša ka fasana tšeo di laolwago ka botlalo (goba ka bobedi) bjalo ka maano a go tsena ka mmarakeng, eupša sephetho se laolwa ke bontši bja dilo tšeo tša go farologanya ditšweletšwa tšeo di di dumelelago go nyaka dibaka le go fokotša kotsi ka mebarakeng ya ka nageng. Seo se lemogilwego ke gore, bontši bja go tšea diphetho go ya ka maemo go bonala go fapane go ya ka karolo ya intasteri go ya go ye nngwe. Mokgwa wa go arabela kgoketšo wo o hlagišitšwego ka bohlatseng bja gore phapogo ya tlwaelo ya diphapano tša ka femeng e feleleditše ka kaonafalo ya magareng ya bokgoni bja difeme lebakeng le lekopana, eupša ka kaonafalo ye kgolo mo lebakeng le letelele. Dipoelo tše di swanago di begilwe ka go dilo tša maemo a ka mmarakeng, gomme bontši bja dipoelo tša fapana go ya ka diintasteri. Teko ya mathata yeo e bego e leka go utolla kamano ya tšeo di bakago se gareng ga phapano ya dinyakišišo ka go bobedi ka dilo tša ka femeng le tša ka mmarakeng. Bohlatse bja maitemogelo go tšwa ka mo dinyakišišong bo laetša gore bogolo bja feme le bokgoni bja yona bja go šomiša methopo ya yona gabotse ntle le mathata, di huetša peeletšo ya yona ka mebarakeng ya ka nageng. Mabapi le dilo tša ka mmarakeng, bogolo bja ekonomi, maemo a intasteri le go hloka sephiri ka kgwebišanong di bonwe di na le seabe sa go baka seemo go tseneng ga FDI ka mebarakeng ya ka nageng. Bontši bja dilo tše di bakago maemo go hweditšwe gape gore go fapana go ya ka diintasteri, ka lebaka la diphapano ka go farologanyo ya ditšweletšwa ka difemeng le kamano ya tšona mabapi le dilo tšeo di amanago le mmaraka wa ka nageng. Bjalo ka kakaretšo, dinyakišišo tše di tlaleletša dingwalwa tšeo di lego gona ka ga hlogotaba ya dikgwebo tša boditšhabatšhaba. / Business Management / D. Phil. (Business Management)

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During the past decades, since the phenomenal event of globalization, more businesses have expanded abroad as they continue to grow as an MNE. Which has led to them growing larger and with more people and relationships to manage, bringing us to the founding of the KAM system. A system with the purpose of guiding companies in how to manage both its internal and external relationships, though mainly those who are key accounts. As the system grows more popular amongst companies it has been found that the structure of it does differentiate between them. This has been in terms of how formalized it is. This brings the question of whether or not the level of formalization has an affect on how effective the system is in fulfilling its purpose in the company. Thus, that is what this research paper aims to examine in a few MNEs. By studying what level of formalization their system has, how it impacts their KA relationship management, and how effective the system is perceived to be by them in achieving this. By combining these three aspects a logical conclusion could be drawn. To achieve this, the study has been designed with an abductive and qualitative research approach, more specifically with case studies to allow for a more in-depth investigation on the topic. This would allow for a deeper understanding for how the system has functioned for and in the company, whilst considering its purpose. Thereafter, the findings are discussed in relation to relevant theories, concepts and framework. While the concepts have provided themes to the analysis, the findings have been used to validate or challenge the theories and frameworks. The discussion finally concludes that the level of formalization in a KAM system does have an impact on its effectiveness in fulfilling its purpose at the company.