A dynamic model of growth phases and survival in international business-to-business new ventures: The moderating effect of decision-making logic

Peter Gabrielsson, Mika Gabrielsson*

*Corresponding author for this work

Research output: Contribution to journalArticleScientificpeer-review

149 Citations (Scopus)

Abstract

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.

Original languageEnglish
Peer-reviewed scientific journalIndustrial Marketing Management
Volume42
Issue number8
Pages (from-to)1357-1373
Number of pages17
ISSN0019-8501
DOIs
Publication statusPublished - 2013
MoE publication typeA1 Journal article - refereed

Keywords

  • 512 Business and Management
  • Born globals
  • Effectuation
  • Growth
  • International new ventures
  • Survival

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