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The perceived usefulness of SMEs previous customer networks in the internationalisation process of firms
Stockholm School of Economics.
Stockholm School of Economics.
KTH, School of Architecture and the Built Environment (ABE), Centres, Centre for Banking and Finance, Cefin.
2012 (English)In: International Journal of Entrepreneurship and Small Business, ISSN 1476-1297, Vol. 15, no 3, 285-307 p.Article in journal (Refereed) Published
Abstract [en]

Business networks have been found useful for theinternationalisation process of small and medium sized enterprises (SMEs).This paper presents the next step in research on internationalising SMEs andnetworks, as it investigates the unstudied perceived usefulness of the SME’sprevious foreign customer networks. The paper uses international knowledgedevelopment theory to better understand how firms find previous customernetworks useful in internationalisation. A linear regression analysis of aninternational sample of 494 firms demonstrates that the perceived usefulness ofan SME’s previous foreign customer’s network is increased by the firm’sexperience in diverse national markets, the need for more knowledge about itscustomers and suppliers, and the commitment to a national market. Utilisationof customer networks is thus an important strategic asset that the internationalfirm develops from varied experiences, customer- and supplier-specificexperiences, and national market commitment.

Place, publisher, year, edition, pages
InderScience Publishers, 2012. Vol. 15, no 3, 285-307 p.
Keyword [en]
customer network; knowledge development; small and medium sized enterprises; SMEs; usefulness; international business.
National Category
Social Sciences Economics and Business
URN: urn:nbn:se:kth:diva-78258DOI: 10.1504/IJESB.2012.045681ScopusID: 2-s2.0-84858248198OAI: diva2:492431
QC 20120504Available from: 2012-05-04 Created: 2012-02-08 Last updated: 2012-05-04Bibliographically approved

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Eriksson, Kent
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