This thesis explores how the resources of marketing capabilities, business networks, and financial resources, influence the marketing approach of international new ventures. Building on the resource based view, the market entry of firms and how they compete is analyzed by exploring the resources and capabilities of INVs. By using a qualitative research method, this thesis identifies the three resources of marketing capabilities, business networks, and financial resources to be highly influential for INVs’ marketing approach. Also there has been shown to be a synergetic effect between the resources, and that the cross-industrial and cross-business type sampling did not entail any divergences, but rather similar patterns. Four main findings can be identified as a result of our analysis. First, market knowledge prior to internationalization is shown to be key. Second, the creation of trust through transparency in business networks spark business network opportunities and long-term relationships. Third, utilizing technological tools for marketing endeavors becomes highly efficient. Fourth, tackling financial limitations through the implementation of a low-cost strategy is shown to be essential. The findings of this research has great potential of contributing to managerial practice when working with marketing aspirations, as well as being a starting point for future research in the field of INVs and the resource based view theory. The study has limitations in regards to the scope of the research.

Institutions of higher education (HEIs) in the United States recruit numerous international graduate students, many of whom serve as teaching assistants. HEIs’ motivations for employing international teaching assistants (ITAs) include not only economic incentives but also humanistic aims of internationalization, for example, increasing cross-cultural cooperation. However, integrating ITAs into the institution, making them welcomed and respected members of the community, has proven difficult. In particular, problems in ITA-student communication have been reported for decades. I argue that the crux of these integration difficulties lies in how linguistic diversity is approached. Policymakers and researchers usually treat ITAs’ Englishes as the cause of communication difficulties, with the implication that ITAs should more closely conform to norms of ‘native’ English. I propose instead that the primary problem is not linguistic diversity itself but ideological perceptions of other Englishes and unproductive responses to the difficulties that arise in trying to communicate across linguistic difference. This study examined policies and perceptions related to ITA-student communication at one internationalizing university through document collection, interviews, and classroom observation. I found that, despite its strategic plan calling for preparing students to enter a globalizing world, the institution’s response to ITA-student communication difficulties targets only ITAs’ competencies, mainly by assessing and remediating their language proficiency. Discussions with students and observations of classroom interaction revealed that many students appeared to orient to communication with ITAs in ways that did not help promote successful communication or prepare them to communicate across linguistic difference in a globalizing world. I also found that available ideological stances and strategies for addressing linguistic difference made it difficult for ITAs to be simultaneously liked and respected as instructors. This study has implications for HEIs seeking to create internationally inclusive communities and prepare their students and other stakeholders for communication across linguistic difference. First, ITA preparation should be reframed so as not to stigmatize ITAs’ Englishes. It should also prepare ITAs to become active agents in socializing students into productive and respectful orientations to linguistic difference. Second, HEIs must more comprehensively seek to confront students’ deficit language ideologies and unproductive responses to communication difficulties.

The Swedish fashion industry is one of the fastest growing export industries and in recent years the Swedish fashion companies have been praised for their international expansion. For companies with niche products in smaller markets like Sweden internationalization is important but since the industry is constantly changing the internationalization process is quite challenging. Previous studies show that internationalization can be profitable for fashion companies but there is no unified view among researchers as to which way is the right way for the companies to internationalize. Most studies come to the general conclusion that companies seem to follow different paths. The purpose of this study is to contribute to the knowledge development of internationalization for small and medium-sized Swedish fashion companies based on established theories of internationalization. A qualitative study has been conducted based on a multiple case study design with 12 participating Swedish fashion companies. The study has a deductive approach since it has its starting point is from a well-established theoretical model: The Business Network Internationalization Process Model which has also worked as a foundation for the study’s analytical model. The analysis is however partly inductive since findings in the result have been fed back into a modified theoretical model, suitable and applicable for Swedish fashion companies’ internationalization processes. In conclusion the findings indicate that there are several important knowledge-bases for the fashion companies that motivate them to start an internationalization process, mainly their design-driven vision of becoming an international brand and the management’s risk-taking business mindset, founded in their entrepreneurial skills and previous knowledge. The result also shows that relationships with different industry actors are of high importance for the companies and in many cases the only way to internationalize. In addition the results show not only that the established theoretical model on internationalization is applicable to Swedish fashion companies but that there also are tendencies that show that the Swedish companies follow a more chronological path in their processes.

To integrate the previously disadvantaged population that suffered from the apartheid in South Africa, the government has implemented policies to let them participate in the country’s growing economy. These policies are called the Black Economic Empowerment (BEE) policies and are affecting both local and international businesses. Through a qualitative research method with a deductive approach, the research creates a deeper understanding of how Swedish firms adapt and commit as an effect of the BEE policies. Through already established internationalization theories, we created a theoretical framework as a platform to gather and analyze the empirical data. The theoretical implications show how the BEE policies can disrupt and challenge the commitment that is characterized in different entry modes. It also challenges previous research and brings up Swedish companies’ willingness to adapt with the policies and commit their resources in order to overcome the obstacles of BEE and benefit the growth of South Africa.

ABSTRACT Aim of the study: This study aims to contribute to the existing knowledge on similarities and differences of networking styles across Europe and support either network contextualists or universalists with new empirical knowledge. Method used: A multiple case study was used in this paper. Qualitative data was gathered gathering from 10 interviews collected amongst experienced Swedish, Polish and Dutch entrepreneurs. Findings: Empirical findings have revealed significant differences in the networking patterns in the Netherlands, Sweden and Poland. Main networking motivation for Dutch entrepreneurs is seeking new sales opportunities, for Swedish it is the exchange of knowledge and information. All the entrepreneurs admitted that trust is an important component of network relationship. However, in Sweden trust seem to play more significant role. The empirical findings questioned the theory that trust can be easily transferred based on recommendations. No entrepreneur directly suggested that asked about trust acquisition. In Sweden informal networks are strongly preferred, while in the Netherlands formal network are much more popular. In Poland informal networks are also more popular. In the Netherlands, commercial, paid organizations may be extremely popular given the fact that all of the Dutch respondents participate in them, on the other hand in Sweden governmental networking organizations are quite common, in Poland no respondent have mentioned neither of them. Findings indicate that networking is still not as developed in Poland as it is in two other researched countries. Practical Implications: Common networking patterns cannot be expected in different European countries and background studies should be conducted before entering foreign market. There is still market growth opportunity for commercial networking organizations in Poland. Polish government should engage in more effective promotion of networking amongst entrepreneurs. Contribution: Empirical data confirm the contextualists approach that emphasizes the importance of national differences on networking and warns managers that resemblance of certain patterns cannot be assumed for different countries. This approach was confirmed since the findings exposed significant differences in several areas of networking. Keywords: Business networking, internationalization of business network, networking motivations, trust building, network type preferences, network contextualism and universalism.

Studien utgår från det faktum att var femte köp i Sverige idag görs på Internet, vilket sätter press på e-handelsföretagen att differentiera sig, både inhemskt och på den internationella arenan. Tre faktorer är värda att nämna, då dessa är aspekter som de fysiska butikerna inte konkurrerar med i samma utsträckning som e-handel. Problemet utgår således från e-handlarens1 framgångsfaktorer utifrån ett konsumentperspektiv. Studiens syfte består av två delar. Vi vill dels undersöka hur viktiga faktorerna webbdesign, kundrelationer och distribution är för konsumenter, dels få en djupare förståelse för konsumentbeteendet samt i vilken utsträckning faktorerna kan användas i en internationaliseringsprocess. En metodkombination har tillämpats med ett konstruktionistiskt och abduktivt angreppssätt. Urvalet bestod av 200 respondenter i Stockholm som någon gång handlat från ett renodlat e-handelsföretag, på vilka en enkätundersökning genomfördes. En semi-strukturerad intervju samt en etnografisk deltagande observation genomfördes på företag. E-handeln är en dynamisk handelsplattform som ständigt förändras. För att företagen ska dels hinna med och dels konkurrera måste de förstå konsumenternas resa - från vilka marknadsföringskanaler de använder till hur köpprocessen ser ut. Det är väsentligt att e-handelsföretagen personaliserar webbdesignen, kundrelationen och distributionen utifrån online-kundens önskemål. Inför en utlandsetablering måste e-handlare efterlikna varje marknad som om det vore sin inhemska. Den lokala kunskapen om konsumenter på respektive marknad är avgörande för e-handlarens framgång utomlands. / Background and problem: In Sweden, every fifth purchase is made on the Internet today, which pressure e-Commerce companies to differentiate if they want to remain competitive, both domestically as internationally. Three factors are worth mentioning, as these are aspects that physical stores do not compete with in the same extent as e-Commerce. The problem therefore derives from the e-Commerce company’s success factors based on a consumer perspective. Purpose of the study: The purpose of the study is divided into two parts. One intends to examine, from a consumer perspective, how the factors of website design, customer relationships and distribution, can be used within partial e-Commerce companies in the B2C market. The second part is to gain a deeper understanding of consumer behavior and the extent to which factors can be used in a process of internationalization. Method: A methodological combination has been applied with a constructionist approach. The sample consisted of 200 respondents in Stockholm who has ever made a purchase from a partial e-Commerce company, conducted the survey. A semi-structured interview and an ethnographic participant observation were completed on companies. Results and conclusions: e-Commerce is a dynamic trading platform, which is constantly changing. Consumers are becoming more demanding as the digital evolution develops. For companies to compete, they must understand consumers' journey - from which marketing channels they use to how the consumer buying process looks like. It is essential that e-companies personalize web design, customer relationships and the distribution based on consumer behavior online. Facing an establishment abroad requires a lot of expertise and resources, as e-Commerce companies must imitate every market as if it was their home. In other words, the local knowledge about consumers in each market is crucial to the e-Commerce companies’ achievement on the international arena.

Background and Problem: The number of companies aiming at operating in the international markets right after their inception is at constant growth.  According to Knight and Cavusgil (2004), these firms, which are quite often small and technology-oriented, have the tendency to adopt a global market vision from the initial stage of company’s establishment. The vast and rapid technological change is one crucial reason behind the spread of the born global phenomenon. Born globals can reach out much earlier and faster to the international market than traditional firms. The phenomenon has been studied earlier, however with a focus on the firm-level drivers of early and rapid internationalization without giving enough importance to the role of the entrepreneur.    Purpose: The main purpose of this study is to understand the early and rapid internationalization process of born global firms based on the characteristics and the behavior of the entrepreneur managing the firm.  In addition, the research team will contribute to the existing born global literature by applying existing models from the International Business and International Entrepreneurship disciplines.   Methodology: In order to answer the research question presented in this thesis, a qualitative research approach was chosen. The research team included 5 Swedish born global Internet–based companies, namely Klarna, Sqore, the Local, Asket and 46elks.   Analysis and conclusion:  Our findings concluded that the entrepreneurs of born global firms play a significant role in the early and rapid internationalization of the firm. The entrepreneurs tend to subconsciously use effectuation logic at the early stages of the firm establishment by possessing traits of an entrepreneur such as innovativeness, proactivity and risk-taking behavior. Furthermore the educational background and prior work experience were found to be of equal importance, however international experience and entrepreneurial background were observed to be of an utmost importance. Social and business networks were also noticed to play a significant role in the early stages of a firm. Finally, it was spotted that the entrepreneurs tend to change their effectuation logic to a causation one at later stages of firm development including its expansion to international markets.

Despite its contemporary relevance, we still have limited empirical knowledge about the forces underlying complex internationalization processes as when multinational corporations (MNCs) seek to enter new growing markets. Based on a real-time process study comprising ninety interviews and two hundred hours of observation made between 2009 and 2012, Atlas Copco’s entry into the Chinese mid-market was investigated. The intra-organizational analysis showed that three inter-related processes were underlying Atlas’ market entry and the results suggest that multiple interrelated motors may drive many contemporary internationalization processes. The processes identified are a sequential strategy process, an evolutionary process which shows that routines changed, and a political process. A somewhat surprising finding is that the main driver of internationalization according to received theory, the firm’s accumulated experiences, not only can drive internationalization, but may also hamper MNC managers’ possibilities to enter many of today’s new and growing markets. The findings add to our knowledge of the internationalization process in an increasingly complex international business setting, and especially highlight the need to distinguish between the sequential strategy process – more in line with received theory – and the other processes, in order to get a more full-fledged picture of what internationalization in large MNCs is all about.

Traditionally, Multinational Corporations and the United Nations used to have different agendas. During recent years, there has been a shift, and with the adoption of the United Nations Sustainable Development Goals in 2015, the objectives of the two different entities are more closely aligned. The United Nations has increasingly promoted multi-stakeholder partnerships as a way to foster development efforts in emerging markets. At the same time, these partnerships have appeared to be a way for businesses to gain legitimacy and overcome the challenges in entering emerging markets. The literature review is based on Johanson and Vahlne’s (1977) Uppsala Model, complemented with Bottom of the Pyramid literature. Specifically, the role of experiential knowledge in the internationalization process is investigated. An exploratory field study has been conducted during one month in Myanmar, with the overarching purpose to study an MNC’s expansion into an EM. The study has further investigated on how MNCs partner with non-traditional actors when entering EMs and how the exchange of knowledge is carried out on the micro-level in these relations. The study includes interviews with both an MNC and the UN, including observations on site and a documentary analysis. In line with previous literature, the result show that the MNC had to learn from the local market in order to succeed in their internationalization process, but also educate the local market in order to enter. Thus, the thesis contributes to research in proving that internationalization in emerging markets seems to be a two-way experiential knowledge direction where MNCs also need to take an active part in educating the emerging market in order to enter.

Στην παρούσα διπλωματική γίνεται μία παρουσίαση διεθνών ερευνών που αφορούν μελέτες περιπτώσεων μικρομεσαίων αγροτικών επιχειρήσεων στην Ευρώπη. Πιο συγκεκριμένα, αφορούν την επίδραση των στρατηγικών συμμαχιών για επιτυχημένη διεθνοποίηση των μικρομεσαίων αγροτικών επιχειρήσεων. Επίσης, παρουσιάζονται οι σημαντικότεροι παράγοντες που καθιστούν τις συμμαχίες αυτές βιώσιμες. Τέλος, όσον αφορά την Ελλάδα, αναφέρονται τα σημαντικότερα προβλήματα που υφίστανται στις συνεργασίες μεταξύ αγροτικών μικρομεσαίων επιχειρήσεων και εμποδίζουν τις εταιρίες να αποκομίσουν το μέγιστο όφελος από της συνέργιες αυτές. Συγκεκριμένα, στη διπλωματική εργασία παρουσιάζονται τα παρακάτω τρία άρθρα: 1. Does Network Matter in International Expansion? Evidence from Italian SMEs (Luca Petruzzellis and Antonia Rosa Gurrieri, NOTA DI LAVORO 65.2008, JULY 2008) 2. Determinants of sustainable business relationships in selected German agri-food chains (Nikolai Reynolds, Christian Fischer, Monika Hartmann) 3. Agrifood SMEs in Greece: the role of collective action (Chrysoula Lamprinopoulou and Angela Tregear, Mitchell Ness). / -