The Effects of Early Internationalization on Performance Outcomes in Young International Ventures: The Mediating Role of Marketing Capabilities

2012 ◽  
Vol 20 (4) ◽  
pp. 25-45 ◽  
Author(s):  
Lianxi Zhou ◽  
Aiqi Wu ◽  
Bradley R. Barnes
Keyword(s):  
Market Entry ◽  
Emerging Market ◽  
New Ventures ◽  
International Market ◽  
Performance Outcomes ◽  
International New Ventures ◽  
Marketing Capabilities ◽  
Foreign Markets ◽  
Early Internationalization ◽  
The Impact

In an emerging market context, this article examines the impact of early international market entry on marketing capability development and performance outcomes in young and small entrepreneurial firms. The authors identify the importance of marketing capabilities and the boundary conditions associated with international commitment, as well as the type of international market entered (developed vs. emerging market), to determine performance outcomes in early internationalization. With survey data from more than 300 senior managers in China, the results indicate that early foreign market entry enhances a young venture's marketing capabilities, which in turn leads to international growth. The findings also reveal that young ventures tend to be in a better position to improve their marketing capabilities when their senior management demonstrates a high level of commitment to foreign markets. Furthermore, the impact of marketing capabilities on the performance outcomes of early internationalization seems more salient among ventures that target developed, rather than emerging, foreign markets. Theoretically, through the lens of organizational learning and the development of marketing capabilities, this article contributes to the study of international new ventures by demonstrating that marketing capabilities serve as enabling factors that help young international ventures mitigate their liabilities of foreignness to achieve international performance outcomes.

scholarly journals As dificuldades da internacionalização dos negócios digitais

2020 ◽  
Author(s):  
◽  
Lisane Valdo
Keyword(s):  
New Ventures ◽  
International Markets ◽  
International New Ventures ◽  
Digital Products ◽  
Foreign Markets ◽  
Internal Factors ◽  
Scarce Resources ◽  
Early Internationalization ◽  
General Terms ◽  
Internationalization Strategies

The International Entrepreneurship literature (IE) has described heterogeneously the challenges for digital companies’ internationalization. Their digital dimension allows them to break the traditional correlation between assets abroad and foreign sales, making their physical presence in target countries less necessary. In doing so, these companies use new types of internationalization strategies, of which some seem to be very effective for rapid international growth using scarce resources. However, the difficulties of digital businesses are depicted in general terms, without taking into account their different attributes. The objective of this work is to analyze the difficulties of access to foreign markets faced by digital products’ companies of early internationalization, also called Digital-based International New Ventures (digital INVs). We conducted case studies in six firms, and identified five external and internal factors that hamper the entry of such firms in international markets: the company’s market, the company’s characteristics, its business model, product characteristics, and type of customer

scholarly journals Founders’ Prior Shared International Experience, Time to First Foreign Market Entry, and New Venture Performance

2021 ◽  
pp. 014920632110297
Author(s):  
Giuseppe Criaco ◽  
Lucia Naldi ◽  
Shaker A. Zahra
Keyword(s):  
Market Entry ◽  
New Ventures ◽  
Foreign Market ◽  
International Experience ◽  
Foreign Market Entry ◽  
New Venture ◽  
Foreign Markets ◽  
Early Internationalization ◽  
Diverse Groups ◽  
First Time

We examine the influence of founders’ prior shared international experience on the timing of their new ventures’ first entry into foreign markets. We propose that this experience, which is gained by founders working concurrently for the same international firm prior to the founding of the current company, provides them with shared knowledge and routines that they can use to enter foreign markets for the first time earlier in the venture’s life. Further, we propose that founders’ diversity strengthens this relationship, because diverse groups of founders have a broader range of knowledge, skills, and perspectives, which facilitates the adaptation of their prior shared international experience to their new venture setting. This is likely to further reduce the time it takes them to enter foreign markets for the first time. We also argue that industry dynamism weakens the relationship between founders’ prior shared international experience and the time to first foreign market entry, because this type of experience is likely to become obsolete in a rapidly changing environment. Finally, we hypothesize that early internationalizers enjoy higher performance than late internationalizers. We test these predictions using a sample of Swedish new ventures. Our results contribute to the literatures on founders’ shared experience and early internationalization.

scholarly journals Disentangling the effects of post-entry speed of internationalisation on export performance of INVs

2018 ◽  
Vol 36 (7) ◽  
pp. 780-806 ◽  
Author(s):  
Arash Sadeghi ◽  
Elizabeth L Rose ◽  
Sylvie Chetty
Keyword(s):  
Export Performance ◽  
New Ventures ◽  
Performance Outcomes ◽  
Organisational Learning ◽  
Three Dimensions ◽  
International New Ventures ◽  
Different Dimensions ◽  
Entry Speed ◽  
Post Entry ◽  
Intensity Spread

This article aims to explore the under-researched topic of post-entry speed of internationalisation (PSI) in the context of international new ventures (INVs). We unbundle PSI and examine its relationship with both financial and non-financial export performance, considering three related, but conceptually distinct, dimensions of PSI: internationalisation intensity, spread and geographical diversity. Building on organisational learning theory, we highlight different mechanisms that contribute to post-entry performance outcomes among INVs. Our findings from a sample of 112 INVs in New Zealand provide evidence that the three dimensions of PSI are distinct and that they have different impacts on financial and non-financial export performance. This article contributes to the limited, yet growing body of literature on PSI by providing a deeper understanding of PSI and its constituent dimensions. In addition, this study offers new theoretical insights into how and why different dimensions of post-entry speed of internationalisation can contribute to stronger export performance.

scholarly journals Barriers to enter in foreign markets: evidence from SMEs in emerging market

2017 ◽  
Vol 34 (1) ◽  
pp. 68-86 ◽  
Author(s):  
Mahfuzur Rahman ◽  
Moshfique Uddin ◽  
George Lodorfos
Keyword(s):  
Developing Country ◽  
Market Entry ◽  
Emerging Market ◽  
Foreign Market ◽  
Partial Least Square ◽  
Foreign Market Entry ◽  
Barriers To Entry ◽  
Foreign Markets ◽  
Content Type ◽  
Economic Barriers

Purpose Foreign market entry is considered as a key strategy to grow and survive over longer period of time for small and medium enterprises (SMEs). The decision to enter a foreign market is not a straightforward story. Considering resource limitation, SMEs need to analyse the key barriers to entry in foreign markets very carefully. The purpose of this paper is to identify these barriers for the SMEs in a developing country. Design/methodology/approach This study has used primary data collected through questionnaires from 212 Bangladeshi SMEs. A mixed method data analysis technique is used to analyse the firms both from micro- and macro-levels. Following the running example-based case study approach, this study has developed and validated a partial least square-based structural model to assess the key barriers to entry in foreign markets. Findings This study has identified the key socio-economic barriers faced by the SMEs in a developing country to enter in foreign markets. It has successfully framed the socio-economic barriers to enter in foreign markets for Bangladeshi SMEs as a second-order hierarchical model. Originality/value It is often believed that foreign market entry is more affected by social barriers as explained by the existing theories including the Uppsala model. This study, however, revealed that the international market expansions of SMEs in developing countries are more sensitive to the economic barriers.

Imposing cooperation: the impact of institutions on the efficiency of cooperatives in the Philippines

2020 ◽  
Vol 14 (4) ◽  
pp. 421-440
Author(s):  
Roberto Martin N. Galang ◽  
Rouselle F. Lavado ◽  
George O. White III ◽  
Jamil Paolo S. Francisco
Keyword(s):  
Emerging Market ◽  
Research Question ◽  
The Philippines ◽  
Performance Outcomes ◽  
Organizational Size ◽  
Firm Level ◽  
Content Type ◽  
Positive Externalities ◽  
Political Structures ◽  
The Impact

Purpose The purpose of this study is to answer the research question: How do cooperative organizations perform when created by government fiat in an emerging market? Through the use of institutional and agency theory, this paper presents a comparative analysis of the efficiency of the cooperative form of organization and investor-owned firms-investigating how the social–political structures in a community affect the efficiency of cooperatives vis-à-vis investor-owned firms. This paper also attempts to offer a better understanding of how government quality and organizational size influence performance outcomes between different organizational forms specifically in the Philippines. Design Methodology Approach The empirical analysis of this study was conducted among electric distribution utilities in the Philippines. Firm-level data was generated for 133 distributors, consisting of 119 electric cooperatives and 14 investor-owned companies. Panel data regressions were ran to test all hypotheses. Findings Cooperative organizations operate at a less efficient rate than investor-owned firms in the Philippines, even when controlling for firm-specific factors such as size, customer density and profitability. In addition, the efficiency of these cooperative organizations is more strongly influenced by the quality of the local government than investor-owned firms. Originality Value Positive externalities generated by the propagation of cooperatives on local communities may be based primarily on our understanding of how cooperatives have functioned largely in western contexts. Within the context of Southeast Asia, where national socio-political structures may be more dysfunctional, this paper observes that there is an equivalent negative externality caused by the tendency of cooperatives to replicate the political mismanagement of the community around it.

ACHIEVING SUPERIOR INTERNATIONAL NEW VENTURE (INV) PERFORMANCE: EXPLOITING SHORT-TERM DURATION OF TIES

2008 ◽  
Vol 16 (01) ◽  
pp. 1-18 ◽  
Author(s):  
MARY HAN
Keyword(s):  
Network Analysis ◽  
New Ventures ◽  
Economic Effect ◽  
The Body ◽  
New Venture ◽  
Superior Performance ◽  
International New Ventures ◽  
Short Term ◽  
Network Ties ◽  
The Impact

Network ties help international new ventures (INVs) achieve success. However, researchers have paid little attention to the duration of network ties and the impact of duration on performance. I draw on network analysis and the resources-based view to examine this area and propose a conceptual model that depicts the variables and mediating factors for INV performance. The model explains how INVs acquire, manage and exploit ties to achieve superior performance. I argue that resource-constrained INVs can minimize their investment of time and capital, and maximize the economic effect of ties, by using briefer time periods and short-term projects. I also propose that INVs adopt a 'hedging' or portfolio approach to managing ties, by collecting larger number of prospects to reduce uncertainty. The model and propositions contribute to the body of literature in network analysis and INVs. The paper highlights implications for research and practice.

Paradoxes of psychic distance and market entry by software INVs

2015 ◽  
Vol 27 (1) ◽  
pp. 34-59 ◽  
Author(s):  
Paresha Sinha ◽  
Mingyang (Ana) Wang ◽  
Joanna Scott-Kennel ◽  
Jenny Gibb
Keyword(s):  
Market Entry ◽  
Cultural Distance ◽  
New Ventures ◽  
Open Economies ◽  
Secondary Data ◽  
International New Ventures ◽  
Psychic Distance ◽  
Small Open Economies ◽  
Content Type ◽  
Market Expansion

Purpose – This paper aims to examine the role of psychic distance during the process of international market entry by software international new ventures (INVs) from small, open economies. Specifically, we investigate how home market and global industry contexts influence market-entry strategies, and how psychic distance influences initial then subsequent market-entry choice decisions. Design/methodology/approach – Using Atlas.ti7 software, this paper adopts a qualitative, multi-case analysis of ten software INVs based in New Zealand. Thematic coding of interview and secondary data revealed three core processes: pre-entry considerations, market selection criteria and post-entry evaluation, across the stages of initial and subsequent market entry. Findings – In the context of the global software industry, the key driver of proactive market entry by INVs from small, open economies is market size rather than psychic distance. During the process of market expansion, firms encounter the psychic distance paradox (PDP). A second paradox arises when, despite experiential learning, managerial perceptions of psychic distance increase, making entry into more distant markets less, rather than more, likely and reactive, rather than proactive. Originality/value – This paper addresses contextual differences in software versus more traditional sectors, and the influence of psychic distance on market entry rather than outcomes. Specifically, extending our understanding of the PDP, we find perceptual psychic and cultural distance ignored as criteria for initial market-entry decisions, and initial positive attitudes toward risk-taking become less apparent during subsequent entries.

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