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Knowledge Seeking in Going Abroad
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
Stockholm School of Economics.
2009 (English)In: Thunderbird International Business Review, ISSN 1096-4762, Vol. 51, no 5, 441-456 p.Article in journal (Refereed) Published
Abstract [en]

Based on knowledge theories, this study examines the impact of client following and market seeking entry strategies on foreign market entry by firms. The paper also explores the subsequent development of knowledge in firms. Using data from 116 firms we test three hypotheses using logistic regression. Our hypotheses are supported in the data. Our analysis shows that there exist significant differences between client following firms and market seeking firms. Client followers are both supported and trapped by their international network, whereas market seekers, though not supported, are much freer to pursue higher-order learning. Due to differences in their network ties these two types of firms learn at different speeds and learn different things. We also found that firms with proactive knowledge seeking strategies learn more. Thus, learning strategies have consequences for exploration and exploitation of international markets, what is learned and how much is learned, and proactive internationalization strategies for firms.

Place, publisher, year, edition, pages
Hoboken: Wiley , 2009. Vol. 51, no 5, 441-456 p.
Keyword [en]
knowledge internationalization
National Category
Business Administration
Identifiers
URN: urn:nbn:se:uu:diva-119782DOI: 10.1002/tie.20282OAI: oai:DiVA.org:uu-119782DiVA: diva2:300971
Available from: 2010-03-02 Created: 2010-03-02 Last updated: 2010-06-09Bibliographically approved

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Sallis, James

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