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Partner Selection for International Marketing and Distribution in Corporate New Ventures

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Author Info

  • J. Varis

    ()

  • O. Kuivalainen

    ()

  • S. Saarenketo

    ()

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    Abstract

    The software industry offers numerous options for a firm to arrange its international marketing activities. Although a prominent way to enter the international market is through co-operation, there is a limited amount of research regarding partner selection. The purpose of this paper is to explore how entrepreneurial corporate new ventures use partners in their international marketing. A representative case study is used to illustrate the partner selection and evaluation process in the software industry. Our findings indicate that small entrepreneurial firms can and should use partners in their internationalization. However, a more analytical approach to their selection is needed. Copyright Springer Science + Business Media, Inc. 2005

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    File URL: http://hdl.handle.net/10.1007/s10843-005-0270-y
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    Bibliographic Info

    Article provided by Springer in its journal Journal of International Entrepreneurship.

    Volume (Year): 3 (2005)
    Issue (Month): 1 (January)
    Pages: 19-36

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    Handle: RePEc:kap:jinten:v:3:y:2005:i:1:p:19-36

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    Web page: http://www.springerlink.com/link.asp?id=112039

    Related research

    Keywords: partnering; partner selection; international entrepreneurship; corporate new ventures; software industry;

    References

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    1. Duysters, Geert & de Man, Ard-Pieter & Wildeman, Leo, 1999. "A network approach to alliance management," European Management Journal, Elsevier, vol. 17(2), pages 182-187, April.
    2. Harvey, Michael G. & Lusch, Robert F., 1995. "A systematic assessment of potential international strategic alliance partners," International Business Review, Elsevier, vol. 4(2), pages 195-212, June.
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    Cited by:
    1. Roine, Henna & Sainio, Liisa-Maija & Saarenketo, Sami, 2012. "Export channel pricing management for integrated solutions," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 5(3), pages 195-214.
    2. Jones, Marian V. & Coviello, Nicole & Tang, Yee Kwan, 2011. "International Entrepreneurship research (1989–2009): A domain ontology and thematic analysis," Journal of Business Venturing, Elsevier, vol. 26(6), pages 632-659.

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