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Compétences relationnelles et entreprises à internationalisation rapide et précoce : une approche multi-niveaux

Author

Listed:
  • Djamila El Idrissi

    (GRM - Groupe de Recherche en Management - EA 4711 - UNS - Université Nice Sophia Antipolis (1965 - 2019) - IAE Toulon - Institut d'Administration des Entreprises (IAE) - Toulon - UTLN - Université de Toulon)

  • Valérie Hauch

    (GREDEG - Groupe de Recherche en Droit, Economie et Gestion - UNS - Université Nice Sophia Antipolis (1965 - 2019) - CNRS - Centre National de la Recherche Scientifique - UniCA - Université Côte d'Azur)

  • Sabrina Loufrani-Fedida

    (GREDEG - Groupe de Recherche en Droit, Economie et Gestion - UNS - Université Nice Sophia Antipolis (1965 - 2019) - CNRS - Centre National de la Recherche Scientifique - UniCA - Université Côte d'Azur)

Abstract

A significant part of the literature on born global highlights the role played by social network in the internationalization process. However, little is said about the relational competencies that are mobilized by these firms and their leaders to initiate, maintain, and expand their international social network. To fill this gap, we initiated a research program whose objective is to provide a reference list of relational competencies that are mobilized during development of born global. Our exploratory research is based on a qualitative approach and the analysis of data from interviews with entrepreneurs and experts who support their development. Our paper presents the first results of the empirical study. From a theoretical point of view, our work contributes to clarify the concept of relational competencies, taking into account the four competencies' levels of analysis: individual, collective, organizational, and environmental. From a managerial point of view, the identification of relational competencies that should be implemented abroad allows entrepreneurs to better formalize their internationalization behavior and strategy.

Suggested Citation

  • Djamila El Idrissi & Valérie Hauch & Sabrina Loufrani-Fedida, 2014. "Compétences relationnelles et entreprises à internationalisation rapide et précoce : une approche multi-niveaux," Post-Print halshs-01057853, HAL.
    • Handle: RePEc:hal:journl:halshs-01057853
    as

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