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Partner Selection for International Marketing and Distribution in Corporate New Ventures

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  • J. Varis
  • O. Kuivalainen
  • S. Saarenketo

Abstract

The software industry offers numerous options for a firm to arrange its international marketing activities. Although a prominent way to enter the international market is through co-operation, there is a limited amount of research regarding partner selection. The purpose of this paper is to explore how entrepreneurial corporate new ventures use partners in their international marketing. A representative case study is used to illustrate the partner selection and evaluation process in the software industry. Our findings indicate that small entrepreneurial firms can and should use partners in their internationalization. However, a more analytical approach to their selection is needed. Copyright Springer Science + Business Media, Inc. 2005

Suggested Citation

  • J. Varis & O. Kuivalainen & S. Saarenketo, 2005. "Partner Selection for International Marketing and Distribution in Corporate New Ventures," Journal of International Entrepreneurship, Springer, vol. 3(1), pages 19-36, January.
    • Handle: RePEc:kap:jinten:v:3:y:2005:i:1:p:19-36
    DOI: 10.1007/s10843-005-0270-y
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    Cited by:

    1. Paweł Capik & Andreas Brockerhoff, 2017. "The Role of Strategic Partnerships in the Internationalisation of Small Born Global Firms," Entrepreneurial Business and Economics Review, Centre for Strategic and International Entrepreneurship at the Cracow University of Economics., vol. 5(3), pages 49-77.
    2. Roine, Henna & Sainio, Liisa-Maija & Saarenketo, Sami, 2012. "Export channel pricing management for integrated solutions," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 5(3), pages 195-214.
    3. Rubina Romanello & Maria Chiarvesio, 2019. "Early internationalizing firms: 2004–2018," Journal of International Entrepreneurship, Springer, vol. 17(2), pages 172-219, June.
    4. Igor Laine & Tamara Galkina, 2017. "The interplay of effectuation and causation in decision making: Russian SMEs under institutional uncertainty," International Entrepreneurship and Management Journal, Springer, vol. 13(3), pages 905-941, September.
    5. Bembom, Michael & Schwens, Christian, 2018. "The role of networks in early internationalizing firms: A systematic review and future research agenda," European Management Journal, Elsevier, vol. 36(6), pages 679-694.
    6. Denise Rossato Quatrin & Breno Augusto Diniz Pereira, 2017. "Who Should They Relate To? A Study For the Identification and Analysis of Criteria to the Partners’ Selection in Inter-Organizational Networks," Brazilian Business Review, Fucape Business School, vol. 14(3), pages 321-335, May.
    7. Jones, Marian V. & Coviello, Nicole & Tang, Yee Kwan, 2011. "International Entrepreneurship research (1989–2009): A domain ontology and thematic analysis," Journal of Business Venturing, Elsevier, vol. 26(6), pages 632-659.
    8. Tamara Galkina & Sylvie Chetty, 2015. "Effectuation and Networking of Internationalizing SMEs," Management International Review, Springer, vol. 55(5), pages 647-676, October.
    9. Andrei Andreia Gabriela & Dincă Violeta-Mihaela & Mitan Andreea & Vătămănescu Elena-Mădălina, 2021. "Connecting the Dots: Exploring the Knowledge-based Antecedents of SMEs’ Profitability and Development via International Ventures," Management & Marketing, Sciendo, vol. 16(3), pages 167-186, September.
    10. Tamara Galkina, 2021. "International ECOpreneurship: Environmental commitment and international partner selection of Finnish firms from the energy sector," Journal of International Entrepreneurship, Springer, vol. 19(2), pages 300-320, June.
    11. Igor Laine & Tamara Galkina, 0. "The interplay of effectuation and causation in decision making: Russian SMEs under institutional uncertainty," International Entrepreneurship and Management Journal, Springer, vol. 0, pages 1-37.
    12. Elena-Madalina VATAMANESCU & Andreea MITAN & Violeta-Mihaela DINCA & Andreia Gabriela ANDREI & Vlad-Andrei ALEXANDRU, 2021. "Smes Internationalization: Between Strategic Collaborators And Intermediaries," Proceedings of the INTERNATIONAL MANAGEMENT CONFERENCE, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 15(1), pages 457-466, November.

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