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Partner Selection for International Marketing and Distribution in Corporate New Ventures

Author

Listed:
  • J. Varis

    ()

  • O. Kuivalainen

    ()

  • S. Saarenketo

    ()

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

Suggested Citation

  • J. Varis & O. Kuivalainen & S. Saarenketo, 2005. "Partner Selection for International Marketing and Distribution in Corporate New Ventures," Journal of International Entrepreneurship, Springer, vol. 3(1), pages 19-36, January.
  • Handle: RePEc:kap:jinten:v:3:y:2005:i:1:p:19-36
    DOI: 10.1007/s10843-005-0270-y
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    File URL: http://hdl.handle.net/10.1007/s10843-005-0270-y
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    References listed on IDEAS

    as
    1. 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.
    2. 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.
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    Cited by:

    1. repec:spr:intemj:v:13:y:2017:i:3:d:10.1007_s11365-016-0423-6 is not listed on IDEAS
    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.
    3. repec:krk:eberjl:v:5:y:2017:i:3:p:49-77 is not listed on IDEAS
    4. repec:spr:manint:v:55:y:2015:i:5:d:10.1007_s11575-015-0251-x is not listed on IDEAS
    5. Igor Laine & Tamara Galkina, 0. "The interplay of effectuation and causation in decision making: Russian SMEs under institutional uncertainty," International Entrepreneurship and Management Journal, Springer, vol. 0, pages 1-37.
    6. 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.

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