Born-Globals and Culturally Proximate Markets

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Title Born-Globals and Culturally Proximate Markets
Author Freeman, Susan; Hutchings, Kate; Chetty, Sylvie
Journal Name Management International Review
Year Published 2012
Place of publication Germany
Publisher Betriebswirtschaftlicher Verlag Dr. Th. Gabler GmbH
Abstract In this paper we focus on the differences between born-globals and older firms. We compare whether cultural proximity is important for born-globals and older firms and whether international or technological knowledge drives their internationalisation. In addition, we compare whether born-globals and older firms are proactive or reactive in their choice of culturally proximate markets. 0 Our research suggests that born-globals tend to internationalise rapidly into markets ready to adopt their technology. This is driven by the need to establish a revenue stream (cash flow) as quickly as possible. These born-globals usually seek larger advanced economies, which are often culturally similar (proximate) and offer economies of scale; reducing risk for inexperienced firms. Indeed, born-global firms are more willing than older firms to move from culturally proximate to culturally non-proximate markets very quickly. 0 Utilising an abductive approach based on case studies, our findings show that born-globals use their technological knowledge and networks and are proactive when they enter culturally non-proximate markets. Born-globals must assess a new market for its ability to provide a revenue stream very soon after entry. If the culturally proximate market does not offer this, then they will leverage technological knowledge and networks to move rapidly into nearby non-proximate markets where they perceive better opportunities for building a customer base or new funding alternatives to sustain the firm in their early foreign market forays. 0 Our research significantly extends theory in highlighting that born-globals rely more on technological experience and display proactive behaviour more than older firms which can draw on previous international experience.
Peer Reviewed Yes
Published Yes
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Copyright Statement Copyright 2011 Betriebswirtschaftlicher Verlag Dr. Th. Gabler GmbH. This is an electronic version of an article published in Management International Review, June 2012, Volume 52, Issue 3, pp 425-460. Management International Review is available online at: with the open URL of your article.
Volume 52
Issue Number 3
Page from 425
Page to 460
ISSN 0938-8249
Date Accessioned 2012-03-30
Language en_US
Research Centre Centre for Work, Organisation and Wellbeing
Faculty Griffith Business School
Subject Business and Management
Publication Type Journal Articles (Refereed Article)
Publication Type Code c1

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