Post-entry internationalization dynamics: Differences between SMEs in the development speed of their international sales

International Small Business Journal

Volumn 27, Issue 1, 2009, Pages 71-97

  Morgan Thomas, Anna ^a   Jones, Marian V ^a  

^a UNIVERSITY OF GLASGOW   (United Kingdom)

Author keywords

Export; ICTs; International sales development; Internationalization dynamics; Internationalization patterns; Internationalization speed; Rapid internationalization

Indexed keywords

EID: 62349100029     PISSN: 02662426     EISSN: 17412870     Source Type: Journal    
DOI: 10.1177/0266242608098347     Document Type: Article

References (101)

1. Aaby,N.E. and Slater, S.F. (1989) 'Management Influences on Export Performance: A Review of The Empirical Literature 1978-88', International Marketing Review 6(4): 7-26.
2. Acedo, F.J. and Jones, M.V. (2007) 'Speed of Internationalization and Entrepreneurial Cognition: Insights and a Comparison Between International New Ventures, Exporters and Domestic Firms', Journal of World Business 42(3): 236-52.
3. Anderson, E. (1985) 'The Salesperson As an Outside Agent or Employee: A Transaction Cost Analysis', Marketing Science 4(Summer): 234-54.
4. Anderson, E. and Coughlan, A.T. (1987) 'International Market Entry and Expansion via Independent or Integrated Channels of Distribution', Journal of Marketing 51(January): 71-82.
5. Arenius, P., Sasi, V. and Gabrielsson, M. (2005) 'Rapid Internationalisation Enabled by the Internet: The Case of a Knowledge Intensive Company', Journal of International Entrepreneurship 3(4): 279-90.
6. Aspelund, A. and Moen, O. (2001) 'A Generation Perspective on Small Firms' Internationalization: FromTraditional Exporters and Flexible Specialists to Born Globals', Advances in International Marketing 11: 197-225.
7. Autio, E. (2005) 'Creative Tension: The Significance of Ben Oviatt's and Patricia McDougall's Article "Toward a Theory of International New Ventures"', Journal of International Business Studies 36(1): 9-19.
8. Autio, E., Sapienza, H.J. and Almeida, J.G. (2000) 'Effects of Age at Entry, Knowledge Intensity and Imitability on International Growth', Academy of Management Journal 43(5): 909-24.
9. Barua, A., Konana, P., Whinston, A.B. and Yin, F. (2004) 'An Empirical Investigation of Net-Enabled Business Value', MIS Quarterly 28(4): 585-620.
10. Beamish, P.W., Karavis, L., Goerzen, A. and Lane, C. (1999) 'The Relationship Between Organisational Structure and Export Performance', Management International Review 39(1): 37-54.
11. Bell, J. (1995) 'The Internationalization of Small Computer Software Firms', European Journal of Marketing 29(8): 60-75.
12. Bell, J., Crick, D. and Young, S. (2004) 'Small Firm Internationalization and Business Strategy: An Exploratory Study of "Knowledge-Intensive" and "Traditional" Manufacturing Firms in the UK', International Small Business Journal 22(1): 23-56.
13. Bell, J., McNaughton, R. and Young, S. (2001) '"Born-Again Global" Firms: An Extension to the "Born Global" Phenomenon', Journal of International Management 7(3): 173-89.
14. Bell, J., McNaughton, R., Young, S. and Crick, D. (2003) 'Towards an Integrative Model of Small Firm Internationalisation', Journal of International Entrepreneurship 1(4): 339-62.
15. Bello, D.C. and Lothia, R. (1995) 'Export Channel Design: The Use of Foreign Distributors and Agents', Journal of the Academy of Marketing Science 23(2): 83-93.
16. Bengtsson, M., Boter, H. and Vanyushyn, V. (2007) 'Integrating the Internet and Marketing Operations', International Small Business Journal 25(1): 27-48.
17. Bilkey, W.J. and Tesar, G. (1977) 'The Export Behaviour of Smaller Wisconsin Manufacturing Firms', Journal of International Business Studies 9: 93-8.
18. Bloodgood, J.M., Sapienza, H.J. and Almeida, J.G. (1996) 'The Internationalization of New High-Potential US Ventures: Antecedents and Outcomes', Entrepreneurship Theory and Practice 20(4): 61-76.
19. Boter, H. and Holmquist, C. (1996) 'Industry Characteristics and Internationalization Processes in Small Firms', Journal of Business Venturing 11(6): 471-87.
20. Burgel, O. and Murray, G.C. (2000) 'The International Market Entry Choices of Start-Up Companies in High Technology Industries', Journal of International Marketing 8(2): 33-62.
21. Cavusgil, T.S. (1980) 'On the Internationalization Process of Firms', European Research 8 (November): 273-81.
22. Cavusgil, T.S. and Zou, S. (1994) 'Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link In Export Market Ventures', Journal of Marketing 58(1): 1-24.
23. Chetty, S. and Campbell-Hunt, C. (2003) 'Explosive International Growth and Problems of Success amongst Small to Medium-Sized Firms', International Small Business Journal 21(1): 5-27.
24. Chetty, S. and Campbell-Hunt, C. (2004) 'A Strategic Approach to Internationalization: A TraditionalVersus a "Born-GlobalApproach"', Journal of International Marketing 12 (1): 57-81
25. Coviello, N.E. and Jones, M.V. (2004) 'Methodological Issues in International Entrepreneurship Research', Journal of Business Venturing 19(4): 485-508.
26. Coviello, N.E. and Munro, H.J. (1997) 'Network Relationships and the Internationalization Process of Small Software Firms', International Business Review 6(4): 361-86.
27. Crick, D. (1995) 'An Investigation into the Targetting of UK Export Assistance', European Journal of Marketing 29(8): 76-94.
28. Crick, D. (2007) 'SMEs' Barriers Towards Internationalisation and Assistance Requirements in the UK: Differences Between Exporters and Firms Employing Multiple Modes of Market Entry', Journal of Small Business and Entrepreneurship 20(3): 233-44.
29. Crick, D., Chaudry, S. and Batstone, S. (2000) 'Revising the Concentration versus Spreading Debate as a Successful Growth Strategy: The Case of U.K. SMEs Exporting Agricultural Related Products', Entrepreneurship and Regional Development 12(1): 49-67.
30. Crick, D. and Jones, M.V. (2000) 'Small High-Technology Firms and International High-Technology Markets', Journal of International Marketing 8(2): 63-85.
31. Crick, D. and Spence, M. (2005) 'The Internationalisation of "High Performing" U.K. High-Tech SMEs: A Study of Planned and Unplanned Strategies', International Business Review 14(2): 167-85.
32. Czinkota, M. (1982) Export Development Strategies: US Promotion Policy. New York: Praeger.
33. Dandridge, T. and Levenburg, N.M. (2000) 'High-Tech Potential?: An Exploratory Study of Very Small Firms' Usage of the Internet', International Small Business Journal 18(2): 81-91.
34. Da Rocha, A., Christensen, C.H. and Da Cunha, C.E. (1990) 'Aggressive and Passive Exporters: A Study in the Brazilian Furniture Industry', International Marketing Review 7(5-6): 6-16.
35. Diamantopoulos,A. and Schlegelmilch, B.B. (1994) 'Linking Exporting Manpower to Export Performance: A Canonical Regression Analysis of European and US Data', Advances in International Marketing 6: 161-81.
36. Dierickx, I. and Cool, K. (1989) 'Asset Stock Accumulation and Sustainability of Competitive Advantage', Management Science 35(12): 1504-11.
37. Evangelista, F. (1996) 'Linking Business Relationships to Marketing Strategy and Export Performance: A Proposed Conceptual Framework', Advances in International Marketing 8: 59-83.
38. Fillis, I. (2007) 'Impact of e-Commerce on Consumers and Small Firms', International Small Business Journal 25(4): 445-9.
39. Fontes, M. and Coombs, R. (1997) 'The Coincidence of Technology and Market Objectives in the Internationalization of New Technology-Based Firms', International Small Business Journal 15(4): 14-35.
40. Gabrielsson, M., Kirpalani, V.H.M. and Luostarinen, R. (2002) 'Multiple Channel Strategies in the European Personal Computer Industry', Journal of International Marketing 10(3): 73-95.
41. Gabrielsson, P. and Gabrielsson, M. (2004) 'Globalizing Internationals: Business Portfolio and Marketing Strategies in the ICT Field', International Business Review 13(6): 661-84.
42. Hitt, M.A., Hoskisson, R.E. and Kim, H. (1997) 'International Diversification: The Effects on Innovation and Firm Performance in Product-Diversified Firms', Academy of Management Journal 40(4): 767-98.
43. Holmund, M., Kock, S. and Vanyushyn, V. (2007) 'Small and Medium-sized Enterprises' Internationalization and the Influence of Importing on Exporting', International Small Business Journal 25(5): 459-75.
44. Houghton, K.A. and Winklhofer, H. (2004) 'The Effect of Website and E-Commerce Adoption on the Relationship between SMEs and Their Export Intermediaries', International Small Business Journal 22(4): 369-88.
45. Hurmerinta-Peltomäki, L. (2003) 'Time and Internationalisation: Theoretical Challenges Set by Rapid Internationalisation', Journal of International Entrepreneurship 1(2): 217-36.
46. Johanson, J. and Vahlne, J.-E. (1977) 'The Internationalization Process of the Firm: A Model of Knowledge Development and Increasing Foreign Commitment', Journal of International Business Studies 8: 23-32.
47. Jones, M.V. (1999) 'The Internationalization of Small High Technology Firms', Journal of International Marketing 7(4): 15-41.
48. Jones, M.V. (2001) 'First Steps in Internationalisation: Concepts and Evidence from a Sample of Small High Technology Firms', Journal of International Management 7(3): 191-210.
49. Jones, M.V. and Coviello, N.E. (2005) 'Internationalization: Conceptualizing an Entrepreneurial Process of Behaviour in Time', Journal of International Business Studies 36(3): 284-303.
50. Katsikeas C.S. and Leonidou, L.C. (1996) 'Export Market Expansion Strategy: Differences between Market Concentration and Market Spreading', Journal of Marketing Management 12(1-3): 113-34.
51. Katsikeas, E.S., Papavassiliou, N., Theodosiou, M. and Morgan, R.E. (2005) 'Export Market Expansion Strategies of Direct-Selling Small and Medium-Sized Firms: Implications for Export Sales Management Activities', Journal of International Marketing 13(2): 57-92.
52. Katsikeas, C.S., Piercy, N.F. and Ioannidis, C. (1996) 'Determinants of Export Performance in a European Context', European Journal of Marketing 30(6): 6-36.
53. Kim, D. (2003) 'Internationalization of US Internet Portals: Does It Fit the Process Model of Internationalization?', Marketing Intelligence & Planning 21(1): 23-36.
54. Knight, G. (1997) 'Cross-Cultural Reliability and Validity of a Scale to Measure Firm Entrepreneurial Orientation', Journal of Business Venturing 12(3): 213-25.
55. Knight, G. and Cavusgil, S.T. (1996) 'The Born Global Firm: A Challenge to Traditional Internationalization Theory', C. R. Taylor (ed.) Advances of International Marketing, pp. 11-26. New York: JAI Press.
56. Knight, G. and Cavusgil, S.T. (2004) 'Innovation, Organization Capabilities, and the Born-Global Firm', Journal of International Business Studies 35(2): 124-41.
57. Kotha, S., Rindova, V.P. and Rothaermel, F.T. (2001) 'Assets and Actions: Firm-Specific Factors in the Internationalization of U.S. Internet Firms', Journal of International Business Studies 32(4): 769-91.
58. Kuivalainen, O., Sundqvist, S. and Servais, P. (2007) 'Firm's Degree of Born-Globalness, International Entrepreneurial Orientation and Export Performance', Journal of World Business 42(3): 253-67.
59. Lages, L.F., Jap, S.D. and Griffith, D.A. (2008) 'The Role of Past Performance in Export Ventures: A Short-Term Reactive Approach', Journal of International Business Studies 39(2): 304-25.
60. Lee, C.S. and Yang, Y.S. (1990) 'Impact of Export Market Expansion Strategy on Export Performance', International Marketing Review 7(4): 41-52.
61. Leonidou, L.C. (1995) 'Export Barriers: Non-Exporters Perceptions', International Marketing Review 12(1): 4-25.
62. Lohrke, F.T., MacClure Franklin, G. and Frownfelter-Lohrke, C. (2006) 'Internet as an Information Conduit: A Transaction Cost Analysis Model of US SME Internet Use', International Small Business Journal 24(2): 159-78.
63. Luostarinen, R. (1980) The Internationalization of the Firm. Helsinki: Helsinki School of Economics.
64. Luostarinen, R. and Gabrielsson, M. (2004) 'Finnish Perspectives of International Entrepreneurship', in L.-P. Dana (ed.) Handbook of Research on International Entrepreneurship, pp. 383-403. Cheltenham: Edward Elgar.
65. McDougall, P.P. (1989) 'International vs. Domestic Entrepreneurship: New Venture Strategic Behavior and Industry Structure', Journal of Business Venturing 4(6): 387-400.
66. McDougall, P.P. and Oviatt, B.M. (2000) 'International Entrepreneurship: The Intersection of Two Research Paths', Academy of Management Journal 43(5): 902-6.
67. McDougall, P.P., Oviatt, B.M. and Shrader, R.C. (2003) 'A Comparison of International and Domestic New Ventures', Journal of International Entrepreneurship 1(1): 59-82.
68. McDougall, P.P., Shane, S. and Oviatt, B.M. (1994) 'Explaining the Formation of International New Ventures: The Limits of Theories From International Business Research', Journal of Business Venturing 9(6): 469-87.
69. McNaughton, R.B. (1996) 'Foreign Market Channel Integration Decisions of Canadian Computer Software Firms', International Business Review 5(1): 23-52.
70. McNaughton, R.B. (2000) 'Determinants of Time-Span to Foreign Market Entry', Journal of Euromarketing 9(2): 99-112.
71. McNaughton, R.B. (2002) 'The Use of Multiple Export Channels by Small Knowledge-Intensive Firms', International Marketing Review 19(2): 190-203.
72. McNaughton, R. (2003) 'The Number of Export Markets that a Firm Serves: Process Models versus the Born-Global Phenomenon', Journal of International Entrepreneurship 1(3): 297-311.
73. McNaughton, R.B. and Bell, J. (2000) 'Channel Switching between Domestic and Foreign Markets', Journal of International Marketing 9(1): 24-39.
74. Madsen, T.K., Rasmussen, E.S. and Servais, P. (2000) 'Differences and Similarities between Born-Globals and Other Types of Exporters', Advances in International Marketing 10: 247-66.
75. Madsen,T.K. and Servais, P. (1997) 'The Internationalization of Born Globals: An Evolutionary Process?', International Business Review 6(6): 561-83.
76. Matlay, H. and Westhead, P. (2005) 'Virtual Teams and the Rise of E-Entrepreneurship in Europe', International Small Business Journal 23(3): 279-302.
77. Moen, O.S. (2002) 'Born Global or Gradual Global?: Examining the Export Behavior of Small and Medium-Sized Enterprises', Journal of International Marketing 10(3): 49-73.
78. Morgan, N.A., Kaleka, A. and Katsikeas, C.S. (2004) 'Antecedents of Export Venture Performance: A Theoretical Model and Empirical Assessment', Journal of Marketing 68(1): 90-108.
79. Nguyen, T.D. and Barrett, N.J. (2006) 'The Knowledge-Creating Role of the Internet in International Business: Evidence from Vietnam', Journal of International Marketing 14(2): 116-47.
80. Osborne, K. (1996) 'The Channel Integration Decision for Small-to-Medium-Sized Manufacturing Exporters', International Small Business Journal 14(3): 40-56.
81. Oviatt, B.M. and McDougall, P.P. (1994) 'Toward a Theory of International New Ventures', Journal of International Business Studies 25(1): 45-64.
82. Oviatt, B.M. and McDougall, P.P. (1997) 'Challenges for Internationalization Process Theory: The Case of International New Ventures', Management International Review 37(2): 85-99.
83. Peng, M. (2001) 'The Resource-based View and International Business', Journal of Management 27(6): 803-829.
84. Peng, M. and Ilinitch, A.Y. (1998) 'Export Intermediary Firms: A Note on Export Development Research', Journal of International Business Studies 29(3): 609-20.
85. Piercy, N.F. (1981) 'Export Strategy: Concentration on Key Markets Versus Market Spreading', Journal of International Marketing 1(1): 56-67.
86. Prasad, V., Ramamurthy, K. and Naidu, G.M. (2001) 'The Influence of Internet-Marketing Integration on Marketing Competencies and Export Performance', Journal of International Marketing 9(4): 82-110.
87. Preece, S.B., Miles, G. and Baetz, M.C. (1999) 'Explaining the International Intensity and Global Diversity of Early-Stage Technology Based Firms', Journal of Business Venturing 14(3): 259-81.
88. Rennie, M.W. (1993) 'Born Global', McKinsey Quarterly 4: 45-52.
89. Reuber,A.R. and Fischer, E. (1997) 'The Influence of the Management Team's International Experience on Internationalization Behavior', Journal of International Business Studies 28(4): 807-25.
90. Rialp, A., Rialp, J. and Knight, G.A. (2004) 'The Phenomenon of Early Internationalizing Firms: What Do We Know After a Decade of Scientific Enquiry (1993-2003)?', International Business Review 14(2): 147-66.
91. Sharma, D.D. and Blomstermo,A. (2003) 'The Internationalisation Process of Born Globals: A Network View', International Business Review 12(6): 739-54.
92. Spender, J.-C. and Grant, M. (1996) 'Knowledge of the Firm: An Overview', Strategic Management Journal 17(Special Issue): 5-9.
93. Tallman, S. and Li, J. (1996) 'Effects of International Diversity and Product Diversity in the Performance of Multinational Firms', Academy of Management Journal 39(1): 179-96.
94. Thoumrungroje, A. and Tansuhaj, P. (2005) 'Entrepreneurial Strategic Posture, International Diversification, and Firm Performance', The Multinational Business Review 13(1): 55-73.
95. Weerawardena, J., Mort, G.S., Liesch, P.W. and Knight, G. (2007) 'Conceptualizing Accelerated Internationalization in the Born Global Firm: A Dynamic Capabilities Perspective', Journal of World Business 42(3): 294-306.
96. Wheeler, C., Ibeh, K. and Dimitratos, P. (2008) 'UK Export Performance Research', International Small Business Journal 26(2): 207-39.
97. Yamin, M. and Sinkovics, R. (2006) 'Online Digitisation, Psychic Distance Reduction and the Virtuality Trap', International Business Review 15(4): 339-60.
98. Zahra, S. and George, G. (2002) 'International Entrepreneurship: The Current Status of the Field and Future Research Agenda', M. A. Hitt, R. D. Ireland, D. Sexton and M. Camp (eds) Strategic Entrepreneurship: Creating an Integrated Mindset, pp. 255-339. Malden, MA: Blackwell.
99. Zahra, S.A., Ireland, R.D. and Hitt, M.A. (2000) 'International Expansion by New Venture Firms: International Diversity, Mode of Market Entry, Technological Learning, and Performance', Academy of Management Journal 43(5): 925-50.
100. Zhu, K. and Kraemer, K.L. (2002) 'e-Commerce Metrics for Net-Enhanced Organizations: Assessing the Value of e-Commerce to Firm Performance in the Manufacturing Sector', Information Systems Research 13(3): 275-95.
101. Zucchella, A., Palamara, G. and Denicolai, S. (2007) 'The Drivers of the Early Internationalization of the Firm', Journal of World Business 42(3): 268-80.