Broadening the Concept of International Entrepreneurship: Internationalisation, Networks and Politics

In this article, the situation where a company internationalises over an extended period without changing operation mode is explored. The focus of the empirical research is the Australian company CSR and its large-scale sugar exporting operations, which developed over a period of about 75 years. Because of the highly politicised nature of the sugar industry in many countries, CSR was called upon to make extensive investments in political networks in order to achieve its global sugar exporting operations. Overall the CSR experience demonstrates that it is possible to stretch the use of a given mode, although this may demand considerable creativity in market, network and policy responses of a kind which illustrate that international entrepreneurship may come in many guises, and may need to be viewed in a broader way.     

International entrepreneurial SMEs in the muslim world: The role of religion in the GCC countries

Recent studies examining the internationalisation of SMEs in emerging economies have observed that religion affects international market entry, which suggests that specific cultural aspects, such as religion, have not hitherto received enough attention. Hence, this study examines a theme that has seemingly escaped the research agenda: how does religion affect SMEs’ internationalisation? The study draws empirical evidence from 10 manufacturing SMEs located in the Gulf Cooperation Council (GCC) region. Through an embedded approach to case study research, the study queries the role of religion in the development of intra-Muslim internationalisation and contributes to the scant literature that examines the impact of Islamic values on international business activities. The findings show three dimensions of Islamic entrepreneurship, viz. regional rather than international networking orientation, risk aversion and proactiveness.     

国际营销的战略抉择

企业开展国际营销,首先必须解决国际营销的战略层面问题.本文就国际营销市场扩张模式、营销标准化与本土化、品牌战略模式的战略抉择问题进行了分析,并提出了战略抉择的建议.     

从国际营销视角探讨中国外贸出口型企业发展

文章通过国际贸易与国际营销的异同,指出中国外贸型企业应该转变传统的、被动的国际贸易观念,树立更富有主动性、创造性的国际营销观念;通过从产品导向转变为顾客需求导向、从价格导向转变为顾客成本导向、从通路导向转变为顾客便利导向以及从促销导向转变为与顾客沟通导向四个具体的观念转变,从而走出国际经济贸易分工中＂微笑曲线＂的最低点,使众多外贸出口型企业成为强大国际贸易实体.     

Theoretical Foundations of an International Entrepreneurial Culture

The seeming absence of theoretical foundations in the international entrepreneurship (IE) field significantly accounts for the fragmentation of research in the area. We seek to address this deficiency through an exploration of the IE concept in the overall context in which it is embedded, namely organizational culture. We develop and discuss a conceptual framework of an International Entrepreneurial Culture, which consists of six interrelated dimensions: international market orientation, international learning orientation, international innovation propensity, international risk attitude, international networking orientation, and international motivation.     

Qualitative Insights into the International New Venture Creation Process

This paper adopts a qualitative approach to uncover the experiences of founders of international new ventures or born global firms. The data which are based on in-depth interviews, focus on the major characters, events and surrounding conditions from the time the firm is conceived until it becomes involved with foreign markets. From these data, the major elements contributing to the creation of an international new venture are identified.     

The Born-Global Phenomenon: A Comparative Case Study Research

This qualitative, case-based research investigates the most relevant traits shown by several new, export-involved born-global firms and their entrepreneurs-managers versus other more traditional and also recently-established exporting SMEs in a specific geographic region inside Spain. More concretely, we aim to shed light on the type of factors and specific conditions underlying the emergence and further expansion of born-global exporters, as compared to other counterparts, which do not share their rapid internationalising character from inception. From our cross-comparison of four firm cases investigated in this setting against a number of factors generally associated with the born-global or gradual internationalisation paths, our results indicate that both constitute two consistent and distinctive patterns of international development. Another relevant finding in this research is that born globals seem indeed to be more entrepreneurial regarding their export entry behaviour into foreign markets than gradual exporters. Relevant academic, managerial, and policy-making implications are also outlined from these results.     

The Determinants of Pricing Strategies for Industrial Products in International Markets

ABSTRACT

The global marketplace is becoming increasingly complex in which to conduct business. Firms marketing consumer goods have a somewhat easier time than those selling industrial products, since more has been written about them and the international consumer goods have been analyzed for a longer period of time. In addition, the international marketing literature, has looked more at the elements of product, promotion and place than price. This literature gap has created a void in the understanding of marketers as to how to effectively price industrial products in international markets.

The paper identifies the important industrial pricing strategies in international marketing and examines the underlying determinants that affect their outcome. In addition, the specific causal relationships between the determinants and pricing strategies are examined through a logistic regression analysis.     

The Congruence of Successful International Competitors:

This paper examines the marketing strategies and organization of a matched triad of American, British and Japanese companies competing in the UK market. The sample includes leading companies in industries identified as being under threat by the EC. The relative success of business was measured and strategies identified using multiple depth interviews with senior managers within the businesses. The strategies of successful companies were found to be similar and not dependent on their country of origin or industrial sector. The most successful companies had a balance of marketing, innovation, planning and entrepeneurial orientation. More of these successful firms were Japanese than American, and very few were British.     

Relationships between Entrepreneurs in Business Incubators. An Exploratory Case Study

Purpose: Business incubators are areas created to help firms find their feet and are devised to promote entrepreneurial initiatives. From the relationship marketing approach, the present study seeks to identify the key differentiating variables involved in relations between entrepreneurs located in the same incubator.

Methodology/approach: The research process is grounded on an exploratory qualitative analysis, based on in-depth interviews with entrepreneurs who belong to two Spanish public business incubators, which form part of the Chamber for Business Creation and Development (INCYDE) network of incubators.

Findings: Findings allow us to highlight aspects such as complementarity of resources, awareness and shared values, frequent contact, and a psychological commitment, as well as certain specific aspects of the relations to emerge in such contexts.

Originality/value/contribution: The article contributes to the literature on business-to-business relationships by developing a conceptual framework of relations among entrepreneurs located in incubators. Moreover, it provides an agenda for future research on the process whereby value and social capital is created through business incubators.     

International Expansion of SMEs: The Inducascos Case

While small and medium enterprises contribute to gross domestic product, generate crucial employment, and improve socio-economic development, unfortunately the literature on the internationalization processes of these companies remains timid and inconsistent. The following study seeks to analyze the international expansion of the Colombian company Inducascos. The research follows the structure of a case study including literature analysis and secondary data of the Colombian industrial market and Inducascos. Challenges, opportunities and learning process of the organization related to its international expansion and set out, seeking to contribute to the existing studies in international business.     

The Role of Economic-Demographic Factors in U.S. International Restaurant Franchising:

This paper studies the effect of both economic and demographic factors on the international restaurant franchising (IRF). The study utilizes regression analysis of pooled cross-section (6 countries) and time series (10 years)data. It is found that among the economic factors, the market size has a strong positive effect on IRF. On the other hand, the ratio of female workers to the total labor force is positively related to international restaurant franchising. The paper also investigates the relationship between demo-economic factors and IRF for two subsets of interest, developed and developing countries.     

International marketing research: A global project management perspective

As organizations continue to pursue more global strategies, the need to be able to understand consumers in far away places is increasing. Marketing research is the primary mechanism through which companies understand their current, as well as potential, customers. As companies contemplate the global marketplace, they must consider how domestic market research differs when conducted in international markets. In an effort to help internal client side marketing research managers design and implement improved international research studies, we briefly discuss the context for international market research and provide a framework for conducting international market research projects. Additionally, we present several factors that should be considered by marketers who engage in global market research studies. These factors represent the variety of challenges that must be addressed in order to conduct research across national borders. Particular attention is paid to the nuances related to primary data collection and questionnaire construction.     

Culture and International Marketing: A Sub-Saharan African Context

ABSTRACT

The authors review and extend the culture literature in international marketing by discussing some of the cultural underpinnings pertaining to the sub-Saharan African context. With the use of inductive reasoning, the authors offer several key normative suggestions for international marketing practices. Marketers should focus not only on the end user but also on those who significantly influence the final decision. Sub-Saharan African culture is characterized by long, drawn-out negotiation processes and by contracts and overall sales targets that likely will be dissimilar to those from countries with a linear view of time. Age is relevant when selecting people for negotiation assignments and hiring sales and managerial staff. Because of the importance of “respect,” messages should focus on an individual's need for belongingness rather than on the individual striving for achievement. The authors advocate that advertising appeals should focus on the society and on the individual as a member of the society and not on individual self-enhancement. Context and nonverbal communications are important in personal selling. It is better to establish social trust first in negotiations, personal selling, and buyer–seller interaction.     

论环境标志制度影响下的国际贸易与国际市场营销

环境标志制度为越来越多的国家接受和采用 ,对国际贸易和国际市场营销产生了重大影响。一般的研究将这两个紧密联系的经济活动分别加以讨论 ,难免有失偏颇。本文则将国际贸易与国际市场营销结合起来 ,研究环境标志制度对二者的共同影响。     

The Participation Model:

The study of buying centers has often focused on the functional areas that participate. One question raised by such an approach is how individuals choose to participate. The paper explores individual perceptual factors that may affect participation choice, and reports the results of a study of potential purchase participants. Finding indicates that perceptions of self-efficacy and extrinsic reward expectancy discriminated between participant and non-participants. The relationship of the factor and relative influence within the buying centered was also explored, with risk of the decision process. Self-efficacy perceptions and product involvement were also significant predictors of the amount of influence wielded in the buying centered in various decision stages.     

International Strategy Formation in Small Canadian High-Technology Companies– A Case Study Approach

For some companies, especially in the high technology sector, internationalisation is no longer a matter of choice, but of necessity. This paper explores the strategy development patterns of internationalising small high-technology companies in an environment where windows of opportunity close quickly. Findings from in-depth interviews suggest that emergent strategies within or outside established networks are likely to trigger small high-technology companies' initial internationalisation. Further overseas expansion is constrained by resource availability. This study demonstrates that internationalisation is an iterative process that happens in a holistic way much more than a systematic one. Rather than trying to fit small and medium enterprises' (SMEs') internationalisation patterns into a stage model, managers and policy-makers should recognise the importance of networks. Training and programs could, therefore, help identify strategic networks of importance for the companies and assist them in both contributing and taking advantage of these.     

A Comparison of International and Domestic New Ventures

Differences between international new ventures (INVs) and domestic new ventures (DNVs) were examined using a sample of 214 IPO new ventures (ventures 6 years old or less). INVs were found to be significantly different on the basis of their entrepreneurial team experience, strategy, and industry structure. Specifically, the entrepreneurial team of INVs exhibited higher levels of previous international and industry experience. The strategies of INVs were more aggressive, and they operated in more channels of distribution than did DNVs. INVs competed on the basis of differentiation, placing greater emphasis on product innovation, quality, service, and marketing as strategic weapons. In addition, INVs were more likely than DNVs to operate in industries characterized by a high degree of global integration.     

Exploring brand identity and entrepreneurship as drivers of small specialist retailer internationalisation: a German case study

While the comparatively sparse literature on small specialist retailing typically supports a proactive interpretation of the drivers of retail internationalisation, a more differentiated picture exists with regard to understanding the role of the brand construct in this process. The wider marketing literature recognises that brand identity, as well as brand image, can inform the process of internationalisation; yet, research focusing on small specialist retail internationalisation remains underdeveloped in this regard. Neither the notion of a multi-faceted brand concept nor its function as a strategic device in the internationalisation process has been analysed with sufficient depth. Furthermore, a better understanding of how and to what extent brand identity is interdependent upon the characteristics and activities of the entrepreneur is yet to emerge. This paper explores the construct of brand identity and its role within small specialist retail internationalisation, and the related influence of the entrepreneur on the internationalisation process. A case study approach is adopted, examining one German small specialist retailer. Data collection involved semi-structured interviews with owner-managers and other senior management, an assessment of company documentation as well as participant observation, providing in-depth insights into distinctive internationalisation patterns. The study finds that a simple ‘either-or’ approach, in terms of characterising the retailer’s motivation to internationalisation as being either reactive or proactive, is inadequate in understanding this particular case. Whilst initial motivation was characterised as being reactive, the motivations underpinning further planned internationalisation are determined to be more proactive. More particularly, analysis reveals how brand identity is considered to play an important role in the internationalisation of the case study retailer, and highlights the numerous ways in which the characteristics and activities of the entrepreneurial owner-managers impact the firm’s internationalisation. This research contributes to retail and management research concerning SME internationalisation as well as to the retail branding literature.