The internationalisation of service-sector SMEs in an emerging market

2019 ◽  
Vol 29 (1) ◽  
pp. 44-60 ◽  
Author(s):  
Shir May Ooi ◽  
Christopher Richardson
Keyword(s):  
Quantitative Research ◽  
Service Sector ◽  
Emerging Market ◽  
Psychic Distance ◽  
Business Networks ◽  
Entry Modes ◽  
Business Network ◽  
Business Training ◽  
Content Type ◽  
The Future

PurposeThis paper aims to explore the internationalisation of service-sector small- and medium-sized enterprises (SMEs) from an emerging market, focussing on the entry modes, psychic distance, business network, internationalisation challenges and capabilities of business training and consultancy firms from Malaysia.Design/methodology/approachA multiple-case study approach is adopted, and 31 in-depth interviews were conducted with the top management and executives from eight business training and consultation (BT&C) firms in Malaysia. The Uppsala model is used for theoretical guidance to analyse the internationalisation of the firms.FindingsThe results suggest that psychic distance, business network and business capabilities influence the internationalisation of BT&C firms from Malaysia. However, the discussion of entry modes in the framework of service internationalisation does not accurately explain the internationalisation of the studied firms.Research limitations/implicationsThis study is a qualitative research based on the experiences of eight firms. The basis of this study is inadequate for scientific generalisation. Quantitative research should be conducted in the future to provide a statistical test and empirical results. This study is concerned with the emerging-market context. The study could be expanded to include more industries and other emerging markets in the future.Practical implicationsThis study explored the application of internationalisation theories to the BT&C industry in an emerging market, with particular emphasis on firms’ entry modes, psychic distance, business networks, international challenges and capabilities. This study also highlighted some of the key internationalisation challenges facing emerging market small- and medium-sized enterprises (EMSMEs), underlining the importance of business networks and capabilities.Social implicationsNevertheless, this study shares useful and practical discoveries concerning the internationalisation process of BT&C firms from the emerging market, focussing on entry modes, psychic distance, business network, the challenges faced and the required capabilities.Originality/valueThe study provides new insights into service internationalisation in SMEs from an emerging market. The application of internationalisation theories to the BT&C industry in an emerging market is analysed.

scholarly journals Que Sera, sera? Conceptualizing business network foresighting

IMP Journal ◽  
2018 ◽  
Vol 12 (1) ◽  
pp. 56-74 ◽  
Author(s):  
Poul Andersen ◽  
Elsebeth Holmen ◽  
Ann-Charlott Pedersen
Keyword(s):  
Design Methodology ◽  
Business Networks ◽  
Structural Effects ◽  
Business Network ◽  
Future Expectations ◽  
Content Type ◽  
The Core ◽  
Distinct Concept ◽  
The Future ◽  
Practical Implications

Purpose Networks and relationships are not stable. On the contrary, they change and are transformed by the actors who take part in them. Change and transformation result from the actions and reactions of these actors. However, a key issue is what makes the actors choose some actions and reactions while refraining from others. The paper aims to discuss these issues. Design/methodology/approach The authors argue that the actors’ expectations to the future of the network are formative for the actions and reactions and, furthermore, that the future expectations are formed by interaction among the actors that take part in the networks. Findings The authors depart from the existing foresight literature, but realign its ideas to fit with the core tenets of the IMP approach. Thereby, the purpose is twofold: to explore and conceptualize network foresight phenomena as well as to contribute to the practice of collective foresighting in business networks. Research limitations/implications The authors suggest research into formations of expectations in networks with a specific view to the interactive and structural effects of networks. Furthermore, the authors suggest a framework for categorizing network episodes and linking these to the formation of recognized issues and solutions. Practical implications The authors provide a framework for analyzing the focus of business networks in terms of solutions and issues, and analytically breaking down the interaction among these. Originality/value The authors introduce the concept of business network foresight, both as a distinct concept that enables us to understand change and transformation in networks, but also as a procedure for supporting actors’ strategizing efforts in business networks.

Premium versus affordable clothing retailers: what are customer expectations for satisfaction and repurchase intentions?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Nicole Cunningham ◽  
Christine De Meyer-Heydenrych
Keyword(s):  
Structural Equation ◽  
Quantitative Research ◽  
Emerging Market ◽  
Group Analysis ◽  
Added Value ◽  
Content Type ◽  
Repurchase Intentions ◽  
Customer Expectations ◽  
Confirmatory Factor ◽  
Shopping Experience

PurposeWithin the highly competitive clothing retail industry, retailers (both affordable and premium) need to consider which customer experience elements drive customer satisfaction and repurchase intentions. The purpose of this study is to determine whether customer expectations are different for various types of clothing retailers, and what customers specifically expect when purchasing from a retailer.Design/methodology/approachFor this study, a positivistic quantitative research design and a non-probability convenience sampling method were used. A total of 222 useable questionnaires were used to conduct descriptive statistics. Confirmatory factor analysis, structural equation modelling and multi-group analysis were run to test the hypotheses.FindingsThe results indicate that customers expect affordable retailers to provide them with convenience and to create a positive shopping experience, while premium clothing retailers should offer added-value and convenience. In addition, the presence of other customers influences the experience. For both groups, satisfaction was a predictor of loyalty, which, in turn, was a predictor of repurchase intentions.Originality/valueThe study is unique as it compares the customer expectations for satisfaction and repurchase intentions for both affordable retailers and premium retailers. The study is conducted in an emerging market context where the growth of the retailing industry is visible. By conducting this study, both affordable and premium clothing retailers are more informed with regards to their customer's expectations and how those expectations should be managed in order to ensure satisfaction and repurchase intention.

Adopting a digital transformation strategy to enhance business network commons regeneration: an explorative case study

2020 ◽  
Vol 32 (4) ◽  
pp. 561-585
Author(s):  
Alessia Zoppelletto ◽  
Ludovico Bullini Orlandi ◽  
Cecilia Rossignoli
Keyword(s):  
Business Strategy ◽  
Digital Transformation ◽  
Business Networks ◽  
Longitudinal Case Study ◽  
Business Network ◽  
Sustainable Business ◽  
Content Type ◽  
Italian Case ◽  
Transformation Strategy

PurposeThis article aims to understand whether and how a digital transformation strategy (DTS) can strengthen the relationship between network organizations and the generation/regeneration of their business network commons (BNC). Further, it investigates the role of the DTS in managing the BNC, a critical source of business network success.Design/methodology/approachA two-year longitudinal case study of an Italian business network operating in the wine sector was conducted.FindingsThis study provides theoretical insights into the digital, sustainable shift of a business network. On combining a network's business strategy and its DTS, digital resources are a key driver to promote BNC regeneration. A DTS undertaken to manage, regenerate and preserve the BNC can positively affect organizational variables, such as participatory architecture, and the network-level organizational integration and can help in preventing opportunistic behaviors affecting the BNC. Moreover, the DTS supports quality and social responsibility.Research limitations/implicationsThis study focuses on an Italian case and its findings are hence not generalizable. It would be interesting to study sustainable business networks' digital shift in different socioeconomic contexts as well as in different industry settings.Practical implicationsNetwork SMEs and other stakeholders (institutions, competitors and consumers) can foster the transition from a “business-as-usual” strategy to a long-term strategy for digitalized management of common resources.Originality/valueThe study is at the intersection of, and contributes to, several research streams. It contributes to the digital transformation literature by adding information on the positive externalities of digitalization in the social and economic environment. It also contributes to the early streams of organizational and managerial literature on the BNC.

Industrial buyers' use of references, word-of-mouth and reputation in complex buying situation

2014 ◽  
Vol 29 (4) ◽  
pp. 344-352 ◽  
Author(s):  
Leena Aarikka-Stenroos ◽  
Hannu Sakari Makkonen
Keyword(s):  
Qualitative Research ◽  
Social Networks ◽  
Quantitative Research ◽  
Design Methodology ◽  
Word Of Mouth ◽  
Business Network ◽  
Content Type ◽  
Technology Innovations ◽  
Per Se ◽  
Knowledge Intensive

Purpose – The aim of this paper is to provide understanding on how the buyer can mobilize experience-based information scattered around the business network, by means of customer references, word-of-mouth and reputation, and how this facilitates the buying process. Design/methodology/approach – The qualitative study scrutinizes eight cases comprising buyers of knowledge intensive services and technology innovations. The paper draws on the literature on buying and purchasing, customer references, word-of-mouth and reputational information. Findings – The findings identify the different roles of references, word-of-mouth, collegial advice networks, and reputation, and suggest that experience-based information provides information on offerings, suppliers and the problem solving situation in complex buying per se. Research limitations/implications – The article's contribution is to provide a framework depicting the employment of experience-based information in complex buying, which ensues through focal and continuous buying processes. Insights from this research are broadly applicable to the contexts of knowledge intensive, innovation and solutions business. Further qualitative research should aim to form constructs and define their interrelations to be tested in subsequent quantitative research. Originality/value – This study generates new understanding on how buyers gather and use experience-based information to solve complex problems in buying. It contributes by merging references, word-of-mouth, collegial social networks, and reputation as sources of experience-based information, identifying information embedded in those means, and exploring how the information and means are used throughout the complex buying situation.

SME network relationships and competitive strategies in the agri-food sector

2020 ◽  
Vol 32 (3) ◽  
pp. 405-424 ◽  
Author(s):  
Luca Camanzi ◽  
Carlo Giua
Keyword(s):  
Conceptual Model ◽  
Network Structure ◽  
Competitive Strategy ◽  
Integrated Approach ◽  
Business Networks ◽  
Business Network ◽  
Content Type ◽  
Stakeholder Relationships ◽  
Study Results

Purpose The purpose of this paper is to identify the main factors influencing agri-food small and medium enterprises (SMEs) participation in business networks and to evaluate the impacts of these factors on network structure and the ensuing competitive strategy. Design/methodology/approach The study is articulated in four main steps. First, a critical literature review is conducted concerning the main approaches to firm competitive advantage and the role of stakeholder relationships. Then, three research questions are formulated and discussed in the light of two case studies describing the implementation of an innovative contractual solution in Italy (i.e. business network contracts). Finally, based on these findings, a set of more general “propositions” are stated and included in a provisional conceptual model that schematically depicts an integrated vision of the antecedents and mechanisms influencing SMEs business network structure and competitive strategy. Findings The study results pointed out the opportunity to adopt an integrated approach, combining resource-based view and stakeholder causal scope approaches. The provisional conceptual model proposed illustrates the role of both external and internal resources and relational constructs to shaping network structure and competitive strategy. Originality/value The study’s contribution is twofold. First, the empirical study shed light on opportunities and limits of two business networks with different backgrounds, approaches and outcomes towards value creation. Second, the conceptual framework proposed advances our understanding and knowledge of the factors and mechanisms influencing SMEs business network structure and competitive strategy.

Different approaches to the pursuit of internationalization by Italian SMEs

2015 ◽  
Vol 17 (2) ◽  
pp. 229-248 ◽  
Author(s):  
Cinzia Colapinto ◽  
Laura Gavinelli ◽  
Mariangela Zenga ◽  
Angelo Di Gregorio
Keyword(s):  
Cluster Analysis ◽  
Strategic Alliances ◽  
Quantitative Research ◽  
Small And Medium Enterprises ◽  
Interdisciplinary Approach ◽  
Computer Assisted ◽  
Entry Modes ◽  
Content Type ◽  
Green Approach ◽  
Innovation And Technology

Purpose – The aim of this paper is to analyse why Italian small and medium enterprises (SMEs) pursue internationalization (current and future entry modes, motivations, advantages and difficulties) and how they go about it, with reference to four key areas: innovation and technology, networking, environmental approach and human resource (HR) competences. Design/methodology/approach – A questionnaire was distributed to 792 enterprises with a response rate of 24.37 per cent. Data were collected using the computer assisted web interviewing (CAWI) method and processed with Rasch analysis, Principal Components Analysis and Cluster analysis methods. Findings – The paper presents the results of a quantitative research on SMEs located in the Province of Monza and Brianza – one of the most productive territories in Italy. Four different clusters emerged with specific approaches. Briefly, this paper points out that: innovation is mostly linked to the product and is incremental; HR and their competences are crucial for facing complex markets; the green issue is not dominant (it is considered only for saving energy and reducing cost production); and networking is not a key issue (except informal relations, contractual agreements and strategic alliances). Research limitations/implications – The research could be extended: through a longitudinal survey on the same sample; by covering different territories on the same topics. The cluster analysis identifies potential guidelines for entrepreneurial behaviour in respect to key factors for exiting from the economic and financial crisis: innovation and technology, formal and informal networks, the “green” approach, HR training. Originality/value – This paper presents a new interdisciplinary approach that may work beyond country boundaries, providing a new basis to the debate on the internationalization of SMEs.

Bunch: a channel-oriented business network modelling approach

2014 ◽  
Vol 20 (3) ◽  
pp. 455-479 ◽  
Author(s):  
Christopher Durugbo
Keyword(s):  
Information Technologies ◽  
Business Processes ◽  
Network Models ◽  
Network Evolution ◽  
Process Models ◽  
Business Strategies ◽  
Business Networks ◽  
Business Network ◽  
Network Modelling ◽  
Content Type

Purpose – The purpose of this paper is to evaluate the benefits of using the business network channel (Bunch) approach for modelling business networks and studying the business network evolution. Business network models put the structures of process models into context by visualising roles and communication channels for social interactions. Design/methodology/approach – The research applies a case study-based approach involving the creation of business network visualisations to capture snapshots of an industrial firm's business network over a three-year period. A questionnaire-based study was also conducted with 18 key informants to evaluate the Bunch approach against existing business network modelling techniques. Findings – This study shows that when business networks – as opposed to business processes – are diagrammatically modelled, patterns of relations between individuals can also be visualised and factored into how information systems are (re)designed and deployed. The study also finds that as business networks evolve, the ability to offer complementary channels of communication and coordinate business/technological information is vital to how upturns in process times improves overall business effectiveness and efficiency. Originality/value – The major contribution of this paper is an exposition on how the Bunch approach could serve as a pedagogical tool for gaining clarity on their roles and links within the business and as an analytical tool for studying the evolution of business networks in relation to roles, links, information technologies, business strategies and business network anomalies.

scholarly journals Exploring and extending the synergy concept – a study of three acquisitions

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Johan Holtström ◽  
Helén Anderson
Keyword(s):  
Design Methodology ◽  
Business Networks ◽  
Structured Interviews ◽  
Business Network ◽  
Content Type ◽  
Dynamic Perspective ◽  
Acquisition Processes ◽  
A Company ◽  
Practical Implications ◽  
Managerial Perspective

Purpose This study aims to contribute with an extended framework on synergy realisation in acquisitions. The study conceptualises synergy realisation after acquisitions, in interaction with other companies in a business network and that synergy can be the result of both intended and not intended actions. Design/methodology/approach The study is based on a company involved in acquisitions, being both the acquirer and the acquired. The data for analysis were collected through semi-structured interviews with managers involved in the described acquisition processes. The semi-structured interviews were guided by overarching themes to cover relevant areas of the described acquisitions. Findings This study develops a framework in which synergy is used as a concept in business networks. The framework offers a more dynamic perspective on acquisition processes and extends the view of acquisition performance beyond more financial and company internal aspects of acquisition processes. Further, the findings show that related companies such as customers and suppliers, play important roles in synergy realisation. Practical implications From a managerial perspective, the study shows the importance of understanding the underlying forces of integration processes. Originality/value The concept of synergy used in this study not only includes the companies integrated in an acquisition but also their business networks. Including the integrated companies and their business networks provides a more dynamic perspective from which to plan and realise synergy.

scholarly journals Conceptualizing Interactive Network Branding in business markets: developing roles and positions of firms in business networks

2019 ◽  
Vol 34 (8) ◽  
pp. 1681-1691 ◽  
Author(s):  
Nikolina Koporcic ◽  
Jan-Ake Tornroos
Keyword(s):  
Current Literature ◽  
Corporate Branding ◽  
Corporate Identity ◽  
Business Networks ◽  
Business Network ◽  
Business Markets ◽  
Content Type ◽  
Network Research ◽  
Interactive Network

Purpose This paper aims to present the concept of Interactive Network Branding (INB) in business markets. The INB conceptualization offers an understanding of corporate branding processes as an inherent part of business networking. More specifically, the paper focuses on the importance of INB for firms that are developing their roles and positions in business networks. Design/methodology/approach The conceptual paper reviews the extant literature on corporate branding in conjunction with business network research. This perspective adds to the current knowledge of business marketing by proposing a theoretical framework of INB. Findings The conceptualization of INB offers a specific network lens on corporate branding by presenting three INB dimensions. The first dimension deals with corporate identity; the second dimension deals with corporate reputation; the third, mutual INB dimension, presents an “interactive space” where branding and networking collide. These three dimensions are enacted by individuals acting on behalf of their companies, as key implementers of INB processes. Through the INB, strategic roles and positions of firms embedded in their business networks are formed. Research limitations/implications The paper contributes to current literature on business network research that has left a corporate brand perspective almost unnoticed. The INB concept also offers an extension to current literature on corporate branding, which has to date neglected business relationships and networking issues. Being strongly conceptual, the paper notes that empirical research is needed for observing the role of INB in real-life business encounters. Practical implications This study provides novel ideas and implications for firm representatives responsible for branding and relationship development in business networks. It denotes the critical role of individuals and their interactions with other individuals, which influences the development of specific network roles and positions for connected business entities. Originality/value The used multidisciplinary approach provides a conceptual platform to study branding processes in business networks. By offering a network perspective to corporate branding, new and relevant implications for both theory and practice are fore fronted.

Dynamic Formation of Business Networks

2011 ◽  
Vol 2 (4) ◽  
pp. 44-60
Author(s):  
Markus Eurich ◽  
Claudia Villalonga ◽  
Roman Boutellier
Keyword(s):  
Emerging Market ◽  
Business Networks ◽  
Business Network ◽  
Quality Of Information ◽  
Business Partners ◽  
Business Opportunities ◽  
New Business ◽  
Market Opportunities ◽  
Dynamic Formation

New business opportunities rarely conform to the way the industry traditionally approached the market, which is an opportunity for newcomers and flexible small and medium-sized enterprises to be the first in recognizing and taking advantage of emerging market opportunities. However, newcomers and small and medium-sized enterprises may be too young or too small to possess all the required competencies and resources. They need to organize themselves in business networks, in which business partners complement each other. This article suggests a sketch of the form and methods of a framework that allows the ‘Quality of Information’-based discovery of potential business partners who can offer resources like sensors, actuators, and processing services. In the Real World Internet, this would enable small and medium-sized enterprises to create an appropriate business network and to quickly react to emerging business opportunities.

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