The internationalization of B2B digital platform providers: The role of cross-national distance and digital characteristics

Arto Ojala, Minna Rollins, Sara Fraccastoro, Mika Gabrielsson

Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

6 Citations (Scopus)


Digitalization offers new opportunities and changes how firms can explore and enter new markets. Current literature has deepened our understanding of the internationalization process of digital-based firms, but it provides very little guidance on how the specific characteristics of digital artifacts enable and accelerate internationalization or of the role of cross-national distance and cultural difference. We use a longitudinal single-case approach to explore how a Business-to-Business (B2B) platform provider internationalized its operations from inception. The case study illustrates that the ongoing development of the digital service and the integration with new devices played an important role in the firm's internationalization and expansion into new markets. We also observed that cross-cultural distance and cultural differences played an unexpected role. Finally, we propose avenues for future research.

Original languageEnglish
Title of host publicationProceedings of the 53rd Annual Hawaii International Conference on System Sciences, HICSS 2020
EditorsTung X. Bui
Number of pages10
PublisherIEEE computer society press
Publication date2020
ISBN (Electronic)978-0-9981331-3-3
Publication statusPublished - 2020
MoE publication typeA4 Article in conference proceedings
Event53rd Annual Hawaii International Conference on System Sciences, HICSS 2020 - Maui, United States
Duration: 07.01.202010.01.2020

Publication series

NameProceedings of the Annual Hawaii International Conference on System Sciences
ISSN (Print)1530-1605


  • 512 Business and Management
  • Cultural distance
  • Digital artifacts
  • Digitalization
  • International New Venture (INV)
  • Internationalization

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