TECHNICAL CONSULTANCY IN INTERNATIONALISATION

D. Deo Sharma · Jan Johanson

255 citations0/0 files storedInternational Marketing Review

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International Business and FDI Innovation and Knowledge Management International Student and Expatriate Challenges

Abstract

Abstract Previous studies of the internationalisation process of firms have focused on the internationalisation of manufacturing firms. This article analyses the internationalisation of technical consultansy firms, a service industry. On the basis of two Swedish case studies the article concludes that the firms' networks of relationships with other firms has a critical role in the marketingisation of the firms. Three steps in a strategy development procedure are outlined.

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References

1977The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments 1975THE INTERNATIONALIZATION OF THE FIRM ? FOUR SWEDISH CASES 1982International Marketing and Purchasing of Industrial Goods: An Interaction Approach 1978An Attempted Integration of the Literature on the Export Behavior of Firms 1991European Journal of Marketing 1984International marketing and purchasing of industrial goods

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2011The Role of Entrepreneurial Networks in the Exploration and Exploitation of Internationalization Opportunities by Information and Communication Technology Firms 2003Born-International SMEs: BI-Level Impacts of Resources and Intentions 2003Theoretical Foundations of an International Entrepreneurial Culture 1999Internationalization strategies for services 1997Theories of international trade, foreign direct investment and firm internationalization: a critique 2008Role of international trade shows in small firm internationalization: a network perspective 2006Theoretical milestones in international business: The journey to international entrepreneurship theory

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