LEAN INTERNATIONALIZATION OF BORN GLOBAL FIRMS

This study examines the internationalisation of high-tech start-up firms (HSFs) from small and open economies (SMOPECs). It explores how HSFs may differ in their speed of internationalisation relying on information collected via interviews with the CEOs or founders of 32 HSFs that operate internationally. It uses a comparative cross-national multiple-case study research design to answer the research questions. The findings provide the basis for developing propositions for further comparative analyses of the early and fast internationalisation of HSFs based in emerging and developed markets. The study contributes to the literature on networks, internationalisation and international entrepreneurship.

Technology Innovation Management Review, 2017

This study examines the early market internationalization of 32 high-tech startups that oper- ate internationally from small and open economies. It uses a comparative cross-national multiple case study research design to explore how such startups may differ in their speed of internationalization. Based on interviews with the founders, the speed of early market in- ternationalization in these startups increases significantly due to the application of lean market development processes. The findings provide a basis for developing propositions for further comparative studies focusing on the early and fast internationalization of high-tech startups based in emerging and developed markets. The study contributes to the literature on networks, internationalization, and international entrepreneurship.

EARLY AND FAST INTERNATIONALISATION OF HIGH-TECH START-UP FIRMS, 2017

Purpose: This paper analyses the research problem of the significance of early and fast internationalisation and how and why high-tech start-up firms (HSFs) from small and open economies (SMOPECs) differ in their internationalisation speed. For this purpose, the paper samples Switzerland as a developed economy and Paraguay as an emerging economy. This paper is based on the conceptual framework of the 'born global firm' (BGF) theory and the reviewed and updated Uppsala internationalisation process model. Design/methodology/approach: The research questions will be answered using a comparative multiple case study research design. Data will be collected through multiple sources of evidence, including semi-structured, in-depth, individual face-to-face interviews with subject-matter experts (SMEs), field notes, corporate brochures, business plans and reviews, culminating in a reflection of the data collected. After drawing a random sample from a database of Swiss and Paraguayan HSFs, some typical cases are selected. The Swiss (Paraguayan) sub-sample comprises 20 (12) SMEs who are CxOs, owners and founders. These people have expertise and knowledge as entrepreneurs and managers in technology management as well as fundraising. Findings: The results of the research reveal that the speed of internalisation is influenced by factors such as the skills of an entrepreneur and the management team, their international networking and learning skills, the business model and the pricing strategies of the HSF, market selection, the market entry mode, the successful implementation of a structured market-development process, uniqueness of the technology and the product portfolio, availability of market opportunities and the size of the home market. Furthermore, the results show significant differences between HSFs from developed and emerging SMOPECs concerning the importance of these factors for early and fast internationalisation. Research/practical implications: The implications for practice, applications and consequences are identified. The outcomes will support policy makers, educators, investors as well as founders and managers to identify the respective key success factors for successful internationalisation and provide the required resources, including capital, processes and know-how. Future research can analyse the effect of location in cross-national studies with additional emerging and developed SMOPECs. Originality/value: The findings of this qualitative multiple case study research project contribute to the field of research on international entrepreneurship because they will help researchers to better understand the significance of early and fast internationalisation and how and why HSFs from emerging and developed SMOPECs differ in their speed of internationalisation. In addition, the findings contribute to managerial practice because they will help managers and founders of HSFs from emerging and developed SMOPECs to develop new foreign markets earlier and faster.

Journal of Business Research, 2014

This study examines the internationalization of high technology small and medium enterprises (HTSMEs). It explores how they develop and use networks to penetrate their first foreign market relying on information collected via direct interviews with the CEOs or founders of 58 high technology small firms that operate internationally. It uses mixed methods to discuss the network building mechanisms identifiedclient supplier relationships, existing personal contacts, contacts acquired by chance, and contacts acquired through specific strategies. The findings provide the basis for developing propositions for further comparative analyses of the internationalization of HTSMEs based in emerging and developed markets. The study contributes to the literature on networks, internationalization and international entrepreneurship.

Significance of the speed of internationalisation for born global firms - a multiple case study approach, 2016

This article analyses the significance of the speed of internationalisation for born global firms (BGFs). In this multiple case study, BGFs are defined as high-tech start-up firms (HSFs) from a small and open economy (SMOPEC) like Switzerland. The theoretical framework consists of the Uppsala internationalisation process model and BGF theory. A sample of 20 subject matter experts (SME) is interviewed. The results of this study show that the significance of the speed of internationalisation of HSFs is considered essential for the survival of HSFs from SMOPECs. Consequently, all SMEs included early and fast internationalisation in their business plans and built their business models accordingly. Biographical notes: Michael Neubert is a faculty member, teaching International Management, of ISM International School in Paris and a lecturer at FH Vorarlberg and Universidad Paraguayo Alemana. He is the CEO of the consulting firm C2NM LLC and an investor in high-tech start-up firms.

Technology Innovation Management Review, 2015

Early internationalisation of high-tech firms: past accomplishments and future directions, 2015

This article provides an evaluative overview of international management literature, in which the current research accomplishments of early and fast internationalisation of high-tech start-up firms from small and open economies using the example of Switzerland are analysed. The author puts a special emphasis on how born-global firms from small and open economies might use traditional internationalisation theories like the Uppsala internationalisation process model to acquire new clients in new foreign markets early and fast after their incorporation. The article discusses convergent and divergent findings in terms of conceptual and empirical issues and set forth areas for future qualitative and quantitative research.

2016

This research project analyses the research problem of how and why high-tech start-up firms (HSF) from small and open economies (SMOPEC) differ in their speed of internationalisation using the example of Switzerland. It is based on the conceptual framework of the " born-global-firm " (BGF) theory and the reviewed and updated Uppsala internationalisation process model. The research questions will be answered using a multiple case study research design with qualitative, in-depth, face-to-face, and semi-structured interviews of subject matter experts (SME). This study uses a sample size of twenty SMEs to allow for a better triangulation of data and to strengthen the research results. After a random sample is drawn from a database of Swiss HSFs, the typical cases of the sample are selected. The sample consists of twenty SMEs, which are CXOs, investors, and founders of a HSF and which have expertise knowledge as entrepreneurs and senior executive managers of HSFs (including expertise in technology and IP management as well as fundraising). The research results show that factors like the skills of the entrepreneur and the management team, their business networks, the business model of the HSF, the market entry mode, the successful implementation of a structured market development process, the uniqueness of the technology and the product portfolio, the availability of market opportunities, and the size of the home market influence the speed of internationalisation. Based on these findings, the concept of lean internationalization is developed to support HSFs from SMOPECs to internationalise earlier, faster and above all more successful than today. The findings of this qualitative multiple case study research project contribute to the field of research of international entrepreneurship, because researchers will gain a better understanding of how and why HSFs from SMOPECs differ in their speed of internationalization. The findings of this qualitative multiple case study research project contribute to managerial practice, because they will help managers to increase the efficiency of international market development.

How and why born global firms differ in their speed of internationalisation – a multiple case study approach, 2016

This article analyses the research problem of how and why born global firms (BGF) differ in their speed of internationalisation. It is based on the conceptual framework of the BGF theory and the Uppsala internationalisation process model. The research questions will be answered using a multiple case study research design with qualitative, in-depth, face-to-face, semi structured interviews of twenty subject matter experts (SME). The research results show that factors like the skills of the entrepreneur and the management team, their business networks, the business model of the BGF, the market entry mode, the successful implementation of a structured market development process, the uniqueness of the technology and the product portfolio, the availability of market opportunities, and the size of their home market influence the speed of internationalisation.

Journal of Business Research, 2014