This paper aims to contribute to the internationalization literature by finding out how decision-making logic and network relationships affected the case firm’s foreign market knowledge acquisition and internationalization. It shows that in the past, it did not have much knowledge on the markets it entered. It followed mostly effectual decision-making logic: in terms of finding customers, it depended considerably on its network relationships (that were mostly useful for its internationalization), but also found several new partners at trade fairs and via unsolicited export orders. In more recent years, its managers have tried to acquire more foreign market knowledge and their internationalization activities have become somewhat more systematic. Still, entries “by chance” have not stopped completely.
Factors influencing foreign market knowledge acquisition and internationalization: a case study
Barbara Francioni
2017
Abstract
This paper aims to contribute to the internationalization literature by finding out how decision-making logic and network relationships affected the case firm’s foreign market knowledge acquisition and internationalization. It shows that in the past, it did not have much knowledge on the markets it entered. It followed mostly effectual decision-making logic: in terms of finding customers, it depended considerably on its network relationships (that were mostly useful for its internationalization), but also found several new partners at trade fairs and via unsolicited export orders. In more recent years, its managers have tried to acquire more foreign market knowledge and their internationalization activities have become somewhat more systematic. Still, entries “by chance” have not stopped completely.I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
