TY - JOUR
T1 - A dynamic model of growth phases and survival in international business-to-business new ventures
T2 - The moderating effect of decision-making logic
AU - Gabrielsson, Peter
AU - Gabrielsson, Mika
N1 - Funding Information:
The authors are grateful for comments received from the anonymous IMM reviewers on this article and from Professor Nicole Coviello on a previous version. They extend their gratitude to the entire research group and participating firms. They also acknowledge the financial support of the Finnish Funding Agency of Technology and Innovation and the Swedish Cultural Foundation in Finland .
PY - 2013
Y1 - 2013
N2 - The growth and survival of international new ventures (INVs) has not been the subject of extensive in-depth qualitative study and our understanding of their decision-making is deficient. On the basis of empirical analyses in a small and open economy, a dynamic model was developed that explains the growth phases through which INVs pass as they mature in the high-technology business-to-business field. The model also recognizes rapid advancement, survival crises, and retrenchment. Propositions were devised regarding the impact of opportunities, resources and capabilities, entrepreneurial orientation, and learning on growth phases and survival. A novel finding is that the decision-making logic moderates the impact of these factors. These findings have important implications for industrial marketing scholars and practitioners.
AB - The growth and survival of international new ventures (INVs) has not been the subject of extensive in-depth qualitative study and our understanding of their decision-making is deficient. On the basis of empirical analyses in a small and open economy, a dynamic model was developed that explains the growth phases through which INVs pass as they mature in the high-technology business-to-business field. The model also recognizes rapid advancement, survival crises, and retrenchment. Propositions were devised regarding the impact of opportunities, resources and capabilities, entrepreneurial orientation, and learning on growth phases and survival. A novel finding is that the decision-making logic moderates the impact of these factors. These findings have important implications for industrial marketing scholars and practitioners.
KW - 512 Business and Management
KW - Born globals
KW - Effectuation
KW - Growth
KW - International new ventures
KW - Survival
UR - http://www.scopus.com/inward/record.url?scp=84888203887&partnerID=8YFLogxK
U2 - 10.1016/j.indmarman.2013.07.011
DO - 10.1016/j.indmarman.2013.07.011
M3 - Article
AN - SCOPUS:84888203887
VL - 42
SP - 1357
EP - 1373
JO - IMM – Industrial Marketing Management
JF - IMM – Industrial Marketing Management
SN - 0019-8501
IS - 8
ER -