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| Tekijä: | Yu, J. Gilbert, B.A. Oviatt, B.M. |
| Otsikko: | Effects of alliances, time, and network cohesion on the initiation of foreign sales by new ventures |
| Lehti: | Strategic Management Journal
2011 : APR, VOL. 32:4, p. 424-446 |
| Asiasana: | knowledge technology marketing alliances markets networks sales internationalization bio-technology industry USA |
| Vapaa asiasana: | new ventures |
| Kieli: | eng |
| Tiivistelmä: | This study aims to advance the network perspective on new venture internationalization (herein as: n-v-int.) by examining the role of networks in accelerating new venture sales into foreign markets. Knowledge derived from ventures' technology and marketing alliances is proposed to increase the likelihood of new ventures beginning to exploit opportunities in international markets. Moreover, it is also argued that the extent to which the networks open the venture to new knowledge or constrain it to knowledge already shared among the partners will influence the initiation of foreign sales by a venture. Using a longitudinal dataset of over 110 ventures in the U.S. biotechnology industry, it is confirmed that different types of alliances differentially impact the likelihood of n-v-int. Furthermore, network cohesion among venture alliances increases the likelihood of marketing alliances promoting initial foreign market sales, but decreases the likelihood of technology alliances doing so. |
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