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Network relationships and the internationalisation process of small software firms

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  • Coviello, Nicole
  • Munro, Hugh
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    Abstract

    This paper examines the influence of network relationships on the internationalisation process of small firms, using multi-site case research on the software industry. The study empirically integrates the traditional models of incremental internationalisation with the network perspective. The findings show that the internationalisation process of small software firms reflects an accelerated version of the stage model perspective, and is driven, facilitated, and inhibited by a set of formal and informal network relationships. These relationships impact foreign market selection and mode of entry, as well as product development and market diversification activities. The paper offers a conceptual framework of the small firm internationalisation process which integrates the "stage" and "network" perspectives, and concludes with a discussion of research and managerial implications.

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    File URL: http://www.sciencedirect.com/science/article/pii/S0969593197000103
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    Bibliographic Info

    Article provided by Elsevier in its journal International Business Review.

    Volume (Year): 6 (1997)
    Issue (Month): 4 (August)
    Pages: 361-386

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    Handle: RePEc:eee:iburev:v:6:y:1997:i:4:p:361-386

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    Related research

    Keywords: Internationalisation Process Networks Small Firms Software;

    References

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    1. Warren J Bilkey & George Tesar, 1977. "The Export Behavior of Smaller-Sized Wisconsin Manufacturing Firms," Journal of International Business Studies, Palgrave Macmillan, vol. 8(1), pages 93-98, March.
    2. Larson, Andrea, 1991. "Partner networks: Leveraging external ties to improve entrepreneurial performance," Journal of Business Venturing, Elsevier, vol. 6(3), pages 173-188, May.
    3. Stan D Reid, 1981. "The Decision-Maker and Export Entry and Expansion," Journal of International Business Studies, Palgrave Macmillan, vol. 12(2), pages 101-112, June.
    4. Otto Andersen, 1993. "On the Internationalization Process of Firms: A Critical Analysis," Journal of International Business Studies, Palgrave Macmillan, vol. 24(2), pages 209-231, June.
    5. Cavusgil, S. Tamer, 1984. "Differences among exporting firms based on their degree of internationalization," Journal of Business Research, Elsevier, vol. 12(2), pages 195-208, June.
    6. Andrea Bonaccorsi, 1992. "On the Relationship Between Firm Size and Export Intensity," Journal of International Business Studies, Palgrave Macmillan, vol. 23(4), pages 605-635, December.
    7. Lorenzoni, Gianni & Ornati, Oscar A., 1988. "Constellations of firms and new ventures," Journal of Business Venturing, Elsevier, vol. 3(1), pages 41-57.
    8. Benjamin M Oviatt & Patricia Phillips McDougall, 1994. "Toward a Theory of International New ventures," Journal of International Business Studies, Palgrave Macmillan, vol. 25(1), pages 45-64, March.
    9. Phillips McDougall, Patricia & Shane, Scott & Oviatt, Benjamin M., 1994. "Explaining the formation of international new ventures: The limits of theories from international business research," Journal of Business Venturing, Elsevier, vol. 9(6), pages 469-487, November.
    10. Hara, George & Kanai, Toshihiro, 1994. "Entrepreneurial networks across oceans to promote international strategic alliances for small businesses," Journal of Business Venturing, Elsevier, vol. 9(6), pages 489-507, November.
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