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

107 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. (c) 2013 Elsevier Inc. All rights reserved.

Original languageEnglish
Pages (from-to)1357-1373
Number of pages17
JournalIndustrial Marketing Management
Volume42
Issue number8
DOIs
Publication statusPublished - Nov 2013
MoE publication typeA1 Journal article-refereed

Keywords

  • International new ventures
  • Born globals
  • Growth
  • Survival
  • Effectuation
  • RESOURCE-BASED VIEW
  • BORN-GLOBAL FIRMS
  • ENTREPRENEURIAL ORIENTATION
  • COMPETITIVE ADVANTAGE
  • STRATEGY FORMATION
  • PERFORMANCE
  • CAPABILITIES
  • KNOWLEDGE
  • ORGANIZATIONS
  • FOREIGNNESS

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