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The innovativeness of Born-Globals and customer orientation: Learning from Indian Born-Globals

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  • Kim, Daekwan
  • Basu, Choton
  • Naidu, G.M.
  • Cavusgil, Erin

Abstract

Born-Global firms, a newly emerging organizational form targeting international markets as a primary source of business from their inception, have innovativeness, requiring an intimate knowledge of their customer, as a primary feature. This study explores how a Born-Global's customer orientation leads to innovativeness through technological capability for customer relationship management (CRM) and external customer information management. Our empirical results, based on responses from 154 Indian managers, indicate that a Born-Global's customer orientation is an effective enabler of its innovativeness, whose effects are mediated by technological capability for CRM and external customer information management. Although significantly affected by customer orientation, the results further indicate that relationship quality with the buyer does not influence a Born-Global's innovativeness. When CRM technology and managing customer information obtained from external sources are employed, customer orientation significantly helps maintain the innovativeness of Born-Globals according to the results.

Suggested Citation

  • Kim, Daekwan & Basu, Choton & Naidu, G.M. & Cavusgil, Erin, 2011. "The innovativeness of Born-Globals and customer orientation: Learning from Indian Born-Globals," Journal of Business Research, Elsevier, vol. 64(8), pages 879-886, August.
  • Handle: RePEc:eee:jbrese:v:64:y:2011:i:8:p:879-886
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    References listed on IDEAS

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    1. Lu-Ming Tseng & Yue-Min Kang, 2015. "Managerial Authority, Turnover Intention and Medical Insurance Claims Adjusters’ Recommendations for Claim Payments," The Geneva Papers on Risk and Insurance - Issues and Practice, Palgrave Macmillan;The Geneva Association, vol. 40(2), pages 334-352, April.
    2. Nishant Kumar, 2012. "The resource dynamics of early internationalising Indian IT firms," Journal of International Entrepreneurship, Springer, vol. 10(3), pages 255-278, September.
    3. Gerschewski, Stephan & Xiao, Simon Shufeng, 2015. "Beyond financial indicators: An assessment of the measurement of performance for international new ventures," International Business Review, Elsevier, vol. 24(4), pages 615-629.
    4. repec:spr:manint:v:54:y:2014:i:4:d:10.1007_s11575-014-0215-6 is not listed on IDEAS
    5. Deng, Ziliang & Wang, Zeyu, 2016. "Early-mover advantages at cross-border business-to-business e-commerce portals," Journal of Business Research, Elsevier, vol. 69(12), pages 6002-6011.
    6. Miki Malul & Amir Shoham, 2015. "Local country attributes and the emergence of high tech clusters," International Economics and Economic Policy, Springer, vol. 12(4), pages 497-507, October.
    7. repec:spr:manint:v:55:y:2015:i:2:d:10.1007_s11575-015-0244-9 is not listed on IDEAS
    8. Ren, Shengce & Eisingerich, Andreas B. & Tsai, Huei-ting, 2015. "Search scope and innovation performance of emerging-market firms," Journal of Business Research, Elsevier, vol. 68(1), pages 102-108.
    9. Efrat, Kalanit & Gilboa, Shaked & Yonatany, Moshe, 2017. "When marketing and innovation interact: The case of born-global firms," International Business Review, Elsevier, vol. 26(2), pages 380-390.
    10. Ciravegna, Luciano & Lopez, Luis & Kundu, Sumit, 2014. "Country of origin and network effects on internationalization: A comparative study of SMEs from an emerging and developed economy," Journal of Business Research, Elsevier, vol. 67(5), pages 916-923.
    11. Dimitratos, Pavlos & Johnson, Jeffrey E. & Plakoyiannaki, Emmanuella & Young, Stephen, 2016. "SME internationalization: How does the opportunity-based international entrepreneurial culture matter?," International Business Review, Elsevier, vol. 25(6), pages 1211-1222.
    12. Anil Nair & Orhun Guldiken & Stav Fainshmidt & Amir Pezeshkan, 2015. "Innovation in India: A review of past research and future directions," Asia Pacific Journal of Management, Springer, vol. 32(4), pages 925-958, December.
    13. Li, Qinghai & Deng, Ping, 2017. "From international new ventures to MNCs: Crossing the chasm effect on internationalization paths," Journal of Business Research, Elsevier, vol. 70(C), pages 92-100.

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