{"id":4055,"date":"2025-04-29T14:18:55","date_gmt":"2025-04-29T18:18:55","guid":{"rendered":"https:\/\/damore-mckim.northeastern.edu\/cem\/?post_type=dmsb_resource&p=4055"},"modified":"2025-04-30T11:59:53","modified_gmt":"2025-04-30T15:59:53","slug":"how-home-country-experience-shapes-multinational-strategies-in-corrupt-markets","status":"publish","type":"dmsb_resource","link":"https:\/\/damore-mckim.northeastern.edu\/cem\/resources\/how-home-country-experience-shapes-multinational-strategies-in-corrupt-markets\/","title":{"rendered":"How Home-Country Experience Shapes Multinational Strategies in Corrupt Markets"},"content":{"rendered":"\n

This brief is part of the <\/em>Insights @ Center for Emerging Markets<\/em><\/a>, a publication focused on cutting-edge ideas and advice for global leaders about emerging markets<\/em>.<\/p>\n\n\n\n

By Negash Haile Dedho (Maastricht University), Ren\u00e9 Belderbos (KU Leuven) and Alvaro Cuervo-Cazurra<\/a> (Northeastern University)<\/strong> <\/strong><\/p>\n\n\n\n

In short:<\/em><\/strong> Emerging markets offer multinational corporations high growth potential, but these opportunities are frequently beset by challenges such as bribery and other forms of corruption. Although corruption deters foreign investment, Negash Haile Dedho, Ren\u00e9 Belderbos, and Alvaro Cuervo Cazurra found that the way a company responds to these challenges hinges significantly on its home country experience, creating a divide between \u201cdirty hands\u201d and \u201cclean hands\u201d companies.<\/em> <\/p>\n\n\n\n

Companies from countries with higher levels of corruption often learn through experience how to navigate and exploit corrupt systems. They often demonstrate a greater ability to identify and engage with corrupt officials and conceal illicit activities, employing opaque accounting practices and complex financial structures to hide bribes. Furthermore, they may face fewer repercussions at home if their actions are uncovered, either due to lax enforcement or a cultural acceptance of such practices. This \u201cdirty hands\u201d experience can, ironically, unlock doors in highly corrupt markets that remain firmly shut to their \u201cclean hands\u201d counterparts, as companies more wary of legal and reputational risks might decide to avoid these markets. <\/p>\n\n\n\n

In contrast, companies from countries with low corruption levels face a steeper learning curve. They lack the ingrained knowledge of navigating corrupt systems and are typically bound by stricter home-country regulations, such as the US Foreign Corrupt Practices Act or the UK Bribery Act. This often leads to one of two distinct responses. Some \u201cclean hands\u201d companies, through repeated exposure to corrupt environments, gradually develop their own \u201cdirty hands\u201d capabilities. They learn, sometimes through costly mistakes, how to disguise illicit payments and work within corrupt bureaucracies. Meanwhile, other companies strive to operate without resorting to bribery. This requires robust compliance programs and ethical guidelines, a focus on cultivating relationships with honest officials emphasizing the long-term benefits of their investment, and carefully selecting projects and partners to avoid situations where bribery is unavoidable. These companies also leverage their reputation for integrity and the backing of their headquarters to resist demands for bribes. <\/p>\n\n\n\n

Practical Implications for Business Leaders and Policymakers<\/strong> <\/h3>\n\n\n\n

The study highlights the importance of strong anti-bribery enforcement at home. When laws are enforced consistently and violations carry real consequences, companies \u2014 even those with \u201cdirty hands\u201d experience \u2014 are far less likely to engage in bribery abroad. 
 
For executives, there are several clear messages.  First, carefully assess the specific risks and rewards of operating in high-corruption environments. Second, recognize that one-size-fits-all strategies rarely succeed; tailor your approach to the realities of each market. Third, prioritize building strong internal controls, investing in ethics training, and promoting a culture of integrity across the organization. <\/p>\n\n\n\n

Finally, managers and policymakers alike should advocate for robust domestic and international enforcement of anti-bribery laws. Strong enforcement levels the playing field and encourages sustainable, ethical business practices. Corruption is a formidable challenge, but by understanding the dynamics of “dirty hands” and “clean hands,” companies can better navigate complex markets \u2014 and do so with greater resilience, responsibility, and long-term success. <\/p>\n\n\n\n

Original Work<\/strong> <\/h3>\n\n\n\n

Dedho, N. H., Belderbos, R., & Cuervo-Cazurra, A. (2024). Corruption experience and foreign investments: clean hands or dirty hands learning?<\/a>.\u202fJournal of International Business Studies<\/em>, 1-12. <\/p>\n\n\n\n

Contact<\/h3>\n\n\n\n

If you are interested in learning more about this work, contact Professor Alvaro Cuervo-Cazurra.<\/p>\n\n\n\n

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    Emerging markets offer multinational corporations high growth potential, but these opportunities are frequently beset by challenges such as bribery and other forms of corruption. Although corruption deters foreign investment, Negash Haile Dedho, Ren\u00e9 Belderbos, and Alvaro Cuervo Cazurra found that the way a company responds to these challenges hinges significantly on its home country experience, creating a divide between \u201cdirty hands\u201d and \u201cclean hands\u201d companies.\u00a0<\/p>\n","protected":false},"featured_media":4056,"template":"","meta":{"post_unlisted":false,"post_preheader":"","post_footer":""},"category":[52,36],"dmsb_audience":[],"dmsb_group":[],"class_list":["post-4055","dmsb_resource","type-dmsb_resource","status-publish","has-post-thumbnail","hentry","category-governance","category-insights"],"yoast_head":"\nHow Home-Country Experience Shapes Multinational Strategies in Corrupt Markets - Center for Emerging Markets<\/title>\n<meta name=\"description\" content=\"Emerging markets offer multinational corporations high growth potential, but these opportunities are frequently beset by challenges such as bribery and other forms of corruption. 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