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*

*Tämän työn vastaava kirjoittaja

Tutkimustuotos: LehtiartikkeliArticleScientificvertaisarvioitu

153 Sitaatiot (Scopus)

Abstrakti

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.

AlkuperäiskieliEnglanti
Sivut1357-1373
Sivumäärä17
JulkaisuIndustrial Marketing Management
Vuosikerta42
Numero8
DOI - pysyväislinkit
TilaJulkaistu - marrask. 2013
OKM-julkaisutyyppiA1 Alkuperäisartikkeli tieteellisessä aikakauslehdessä

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