Nellikka Puthusserry, P., Khan, Z. and Rodgers, P. (2018) International new ventures market expansion through collaborative entry modes: a study of the experience of Indian and British ICT firms. International Marketing Review, 35 (6). pp. 890-913. ISSN 0265-1335
Abstract
Purpose
The purpose of this paper is to examine the role that different collaborative entry modes play in how international new ventures (INVs) expand into international markets.
Design/methodology/approach
The paper’s arguments are based on the INVs and social network literatures. In order to investigate the entry modes adopted by British and Indian small and medium information and communication technology (ICT) firms into each other’s markets, the paper outlines the results of qualitative semi-structured interviews with the key decision makers of ten British and ten Indian ICT firms.
Findings
The findings contribute to the relatively under-researched area of how INVs enter foreign markets through collaborative entry mode. The findings suggest that INVs utilize both equity and non-equity modes of collaboration to expand their international operations. The findings also indicate that financial and non-financial resources always limit the market expansion and internationalization of such companies. Against this background, the INVs rely on building collaboration as one of the safest methods for foreign market expansion and successful internationalization. The collaborative entry mode is enhanced by entrepreneurs’ prior experience, social ties and knowledge of the foreign market.
Research limitations/implications
Set against the backdrop of an ever-increasing trend of internationalization of small and medium enterprises (SMEs), the paper offers important implications for understanding the conditions and factors behind the choice of collaborative and non-collaborative entry modes by INVs in particular and SMEs more broadly.
Originality/value
The paper is one of the few studies that have examined the role of collaborative entry modes choice adopted by INVs from two of the largest economies – the UK and India.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © 2018 Emerald Publishing Limited. This is an author produced version of a paper subsequently published in International Marketing Review. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | Social network; Internationalization; International new ventures; Collaborative entry mode; International market expansion |
Dates: |
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Institution: | The University of Sheffield |
Academic Units: | The University of Sheffield > Faculty of Social Sciences (Sheffield) > Management School (Sheffield) |
Depositing User: | Symplectic Sheffield |
Date Deposited: | 08 Mar 2017 15:41 |
Last Modified: | 03 May 2024 15:00 |
Status: | Published |
Publisher: | Emerald |
Refereed: | Yes |
Identification Number: | 10.1108/IMR-01-2017-0001 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:113217 |