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Opening the black box: a comparative case study on international prospectors

Author

Listed:
  • Beate Cesinger
  • Claudius Habisreutinger
  • Adriana Danko

Abstract

Previous research on international new ventures focused on early outward-driven internationalisation. In contrast, the present study focuses upon international prospectors: international new ventures - founded in Germany or Switzerland - which are international from day one, source from Southeast Asia, and sell on the domestic market. Applying a comparative case-study design, our results indicate that, compared to outward-driven early internationalisers, international prospectors are rather low-tech. Similar to outward-driven international new ventures, founders of international prospectors are internationally experienced and cross-culturally educated. Moreover, intimate knowledge of the sourcing country has made them discover and transfer the business opportunity to the domestic market. In addition, we found that sourcing is not a dead end. Rather, international prospectors rapidly engage in exporting as well - making them in turn thoroughly international firms.

Suggested Citation

  • Beate Cesinger & Claudius Habisreutinger & Adriana Danko, 2012. "Opening the black box: a comparative case study on international prospectors," International Journal of Entrepreneurial Venturing, Inderscience Enterprises Ltd, vol. 4(1), pages 77-95.
    • Handle: RePEc:ids:ijeven:v:4:y:2012:i:1:p:77-95
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