Network development and firm growth: A resource-based study of B2B Born Globals

Fabian Sepulveda, Mika Gabrielsson*

*Corresponding author for this work

Research output: Contribution to journalArticleScientificpeer-review

70 Citations (Scopus)


Using multiple case studies, we explore how Born Global networks develop as the firm's internal resources grow. Building on networks and entrepreneurship research, we develop a theoretical framework and advance five propositions that link resource development and entrepreneurial orientation to network content, structure, centrality, and management. We also explore the benefits that Born Globals gain from this development. Key findings include: resource accumulation and network development have a strong relationship while network content becomes increasingly strategic; strong entrepreneurial orientation coincides with calculative network management; network benefits are not always advantageous to the firms. This study makes empirical contributions to Born Global and Networks research in the context of Business-to-Business firms, and provides practical implications for Entrepreneurs and Born Global managers.

Original languageEnglish
Peer-reviewed scientific journalIndustrial Marketing Management
Issue number5
Pages (from-to)792-804
Number of pages13
Publication statusPublished - 2013
MoE publication typeA1 Journal article - refereed


  • 512 Business and Management
  • Born Global
  • Business-to-Business
  • International New Venture
  • Networks
  • Strategic resources


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