The accidental internationalists: A theory of born globals

Research output: Contribution to journalArticleScientificpeer-review

100 Citations (Scopus)

Abstract

The distinguishing characteristic of international new ventures/born globals (INVs/BGs) is that they have foreign sales from the outset, or very quickly afterward. I argue that this is due to their business model. INVs/BGs sell to spatially dispersed customers distinctive niche products that incur low communication, transportation, and adaptation costs. In contrast to the firms described by the Uppsala model, selling to foreign customers does not require additional time or effort for INVs/BGs. Thus INVs/BGs can be seen as accidental internationalists.
Original languageEnglish
Pages (from-to)117-135
JournalEntrepreneurship Theory and Practice
Volume38
Issue number1
Early online date9 Oct 2013
DOIs
Publication statusPublished - Jan 2014

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