Background Note | HBS Case Collection | September 2002 (Revised June 2003)

Multinationals as Global Intermediaries

by Tarun Khanna and Krishna G. Palepu


Presents a conceptual framework of the circumstances when multinationals attempt to create, or face difficulty creating, value in cross-border commerce. Particular attention is paid to the role of multinationals as intermediaries in international transactions where the existence of traditional market intermediaries is absent.

Keywords: Framework; Cross-Cultural and Cross-Border Issues; Multinational Firms and Management; Marketing Channels; Market Transactions; Value Creation;


Khanna, Tarun, and Krishna G. Palepu. "Multinationals as Global Intermediaries." Harvard Business School Background Note 703-428, September 2002. (Revised June 2003.)