The main aim of this research is to develop a conceptual model that describes the way managers make decisions about internationalizing. It also tries to explain under what conditions managers will be risk-seekers and under what conditions they will be risk-averse, and as a result which groups of strategies and tools they will choose to use when internationalizing. This investigation focuses on the field of behavioural economics in opposition to leading paradigms in the IB field that concentrate on the neoclassical economic theory. This research uses an interdisciplinary approach that combines the behavioural economics approach and theories drawn from the field of entrepreneurship, IB, market relations, industrial organization, RBV and institutional theory, in order to develop a comprehensive theoretical framework that can explain from the senior manager's perspective when and why s/he chooses certain variables and not others. The findings link the manager's perception of his position vis-à-vis his industry reference point (IRP are defined as any variable that highlights a particular objective, seems capable of establishing a reference point, and as a result, creates a framework for organizational/individual decision making) and his decision making in the area of risk management, learning, and product adaption and development. The findings indicate that managers below their IRP display innovation when developing new marketing/distribution channels, and share their knowledge with partners. Nevertheless, they demonstrate low awareness of risk management. In contrast, managers above their IRP focus on the organization's existing technology and marketing and distribution channels and avoid adjusting their products to the market needs and sharing knowledge with distributors. On the other hand, they adopt an active risk management strategy.Additionally we link between the manager's perceptions of his position vis-à-vis his IRP and his choice of entry mode strategy. The findings indicate that a number of differences exist between managers below their IRP and managers above their IRP. Managers below their IRP use positioning strategies but use TCA or institutional strategies very little. In contrast, managers above their IRP use TCA or institutional strategies but will hardly use positioning strategies at all. The two types of managers use network strategy and RBV, but each group uses different factors within the theories. The research makes a number of important contributions to study of the IB sphere, particularly to the fields of research relating to the internationalization of BG companies, which is a relatively new field of knowledge. Today there is no comprehensive theoretical framework explaining the way BG companies internationalize and the reasons they choose one strategy or tool over another when entering foreign markets. The present research attempts to establish a conceptual model that describes the way managers make internationalization decisions. It does so by importing a new discipline from the field of behavioural economics into the IB field, which is deeply wedded to the tradition of neo-classical economics and integrates it with existing strategies in the field to create a conceptual model that mediates between traditional IB research and the BG research stream.

Sammanfattning Datum   2021-01-21 Nivå   Kandidatuppsats i Företagsekonomi, 15 hp Institution Akademin för Ekonomi, Samhälle och Teknik, Mälardalens högskola Författare Anna Droga  Sara Hamrin  Alma Olsdotter   940725   970430   960817 Handledare Kerstin Nilsson Nyckelord Born Global, Internationalisering, Nätverk, Sociala medier, Mäklarbranschen Titel  Global Playground  En kvalitativ fallstudie om hur två Born Globals företag uppfyller sin vision att bli internationella med hjälp av nätverk och sociala medier.  Forsknings    Hur använder Born Globals nätverk som en resurs under etableringsåren? frågor                 Hur använder Born Globals digitala redskap i form av sociala medier för att  skapa sociala medier band under etableringsåren? Syfte  Studien syftar till att öka förståelsen för hur Born Globals använder sig av  sociala medier och nätverk under etableringsåren. Närmare ska studien undersöka hur användning av nätverk utvecklas, samt hur nya nätverk nås.  Studien ämnar bidra med ökad kunskap om användning av nätverk och sociala medier som resurs, för att underlätta etablering för andra Born Globals inom mäklarbranschen och tjänsteföretag.  Metod  Studien är en kvalitativ fallstudie som använder sig av tematisk analys. Fem  semistrukturerade intervjuer har ägt rum med totalt två företag. Empirin har transkriberats och kodats för att få fram två teman; Nätverk och Sociala medier.  Slutsats Slutsaten är att entreprenörer som startar Born Globals besitter kunskap och  kontaktnät redan vid etablering. Det framkom att företagens definitionen av starka och svaga band inte stämmer överens med teorin, det medför att det möjligen finns ett behov att utveckla en ny typ av band. Angående sociala medier är det essentiellt verktyg där olika typer av användare kan nås. Företagen tillämpar olika strategier beroende på om de strävar ett kort- eller långsiktigt resultat. En viktig aspekt var emotionellt innehåll på sociala medier. Ett intressant samband mellan nätverksteorin och sociala-medier band framkom.

The Scandinavian country of Sweden is a huge facilitator of startups through its’ large network of incubators where Born Global residents are becoming a more frequent sight. The Born Global firm is a novel type of company that contradicts the traditional means of internationalization. In order to realize startup potential, the obtainment of resources of varying amounts and scope is essential. But for a Born Global startup, achievement of its internationalization prospects requires making use of a unique set of resources that facilitate and enables the fulfillment of such global capabilities. The purpose of this paper is to identify the resources that are crucial for a Born Global in an internationalization context and whether or not Swedish incubators can provide these crucial resources to Born Globals. The analysis is based on the findings from semi-structured interviews with members from 3 Incubators and 4 Born Global companies in the incubation process within their respective incubators. Using a comparative study, alignments and gaps have been identified between what incubators have provided and what Born Globals consider crucial for internationalization. The conclusion of this study leads to an addition to the theory of the Incubator Best Practice Model, elaborated by Bergek and Norrman where the facilitation of the unique resources required by Born Global companies is emphasized. Additionally, the authors provide suggestions on managerial implementations for Born Global managers. These suggestions concern thorough assessments of their individual resource needs, and policy recommendations to incubators about the facilitation of the specific resources required for a Born Global and its effort to internationalize.

Previous literature on the social dynamics of network creation in enterprises has drawn a sharp division between the utility of personal and professional networks. This has been particularly marked in social network analysis of born-global SMEs operating in emerging markets and seeking to internationalise. Using the case study of International Housing Solutions (Pty) Ltd (IHS) – a born global SME with both a global and a regional network – this research creates a deeper and more nuanced understanding of what such networks look like, what human factors are key to their operation, and what the relative importance is of the personal and professional drivers of networking.The study employs a mixed-method research design including network mapping and both qualitative and quantitative analysis of questionnaire responses from 35 participants in the IHS network, providing both hard data and rich qualitative insights into the ingredients and processes required for effective networking in such an enterprise.The results provide robust evidence for crossover between professional and personal networking activities; both are equally relevant in enabling the born-global SME to grow networks, increase innovation and enter otherwise impenetrable markets. Though the weighting of networking attributes is marginally different – for personal networks, the key attributes are advice, trust, friendship and communication; for professional networks, knowledge and referrals – in practice, both the personal and the professional are assimilated into a single complex of network activity and cannot be viewed in isolation.The research thus contributes innovative findings to a hitherto under-researched aspect of networking in the born-global SME. / Dissertation (MBA)--University of Pretoria, 2012. / Gordon Institute of Business Science (GIBS) / unrestricted

Abstract Purpose: To investigate the role of dynamic capabilities in the Internationalization of born global firms from developing countries in Africa.  Design approach/Methods: The study employed a qualitative research method with a multiple case research design. Four born global firms from two developing countries in Africa were analyzed. Verification strategies were utilized to enhance the validity and reliability of the research findings.  Originality: Most of the previous research on the role of dynamic capabilities in the Internationalization of firms has attempted to operationalize empirical findings either with a single case study or multiple case studies of firms from developed countries, or multiple case studies of firms from the same sector or country. Therefore, as a reason for these paucities, this paper exists to investigate the role of dynamic capability in the Internationalization of born global from developing countries in Africa. Findings: The dynamic capability is the critical reason why and how firms stay competitive.The study found out that born globals from developing countries hire external consultants, conduct competitor analysis, utilized their local and international networks and conducts comprehensive market analysis to effectively sense market opportunities. Additionally, the firms invested substantial amounts in staff skills development, new product development, and new market development to seize opportunities. Besides, some of the firms capitalized on remote working systems, digital marketing and hiring of employees with prior international experience to effectively seize market opportunities. With regards to reconfiguring resources, all the firms utilized partnerships with leading multinational companies as a means of reconfiguring its resources to address the weaknesses within the company. To transform as an organization as well as to manage risks, most of the firms engaged in proactive decision making, diversification, utilized digital marketing and implemented digitization systems.  Keywords: Born Global, SMEs, Dynamic Capability, Internationalization, Developing Countries

This study is an introduction to the field of Corporate Social Responsibility (CSR) and TripleBottom Line (TBL) utilization in Swedish born global firms. The purpose of this study was toexplore how born globals utilize CSR and TBL and thus contribute to the research field withnew knowledge. The knowledge gap found by the researchers was the lack of foundationalknowledge of the field born globals, CSR and TBL together. The research questionsconcerned the utilization of CSR and TBL, what negative aspects of CSR and TBL were seenby the companies and what parts of CSR and TBL were most important. This study wasconducted on Swedish born global firms utilizing sustainability practices. A conceptualframework was generated by the concepts born global, CSR and TBL to visualize theirconnection. The purpose and the questions were fulfilled and answered by conductingsemi-structured interviews with four Swedish born global companies of different sizes andindustries. To further develop the analysis, Archie B Carroll's input was added. What could beconcluded from this study was that the companies had different ways of utilizing CSR.Furthermore, the negative aspects of working sustainably with CSR and TBL was seen aseconomical and time consuming. The positive aspects were the other values gained for thefirms externally which overweighted the negative costs. Thus has this research contributed tomanagers within born global firms as well as the theoretical research field of born globals andCSR.

I dagens digitala värld uppkommer nya typer av företag som Born Digitals, vilka har möjligheter att kunna etablera sin försäljning på internationella marknader på ett digitalt sätt. Forskningen om Born Digitals är begränsad trots denna typ av företags ökade närvaro i takt med digitaliseringen och den teknologiska utvecklingen i världen. Denna studie syftar till att utforska när och var Born Digitals etablerar försäljning på internationella marknader. Semistrukturerade intervjuer med nyckelpersoner i relevanta bolag har genomförts som en del av den kvalitativa ansatsen som har använts. Resultat i studien visar dels, i linje med tidigare forskning, dvs att Born Digitals kan skala upp effektivt och nå ut på internationella marknader snabbt. Samtidigt visar det också att de begränsas av faktorer som psykisk distans precis som traditionella företag. Vi finner tydliga hinder relaterade till kultur, språk, lagar och infrastruktur som förhindrar företagen att dra nytta av de egenskaper i en digital produkt och i ytterligare grad kunna bryta traditionella mönster inom internationalisering. Dessa hinder innebär resurskrävande anpassningar och relationsbyggande som ofta sker via fysisk närvaro med mänskliga interaktioner.

The global market place is becoming ever more accessible. Internet and communication technologies are opening up new opportunities for firms of all configurations. Based on that, this research will focus on Born Global business-to-business (B2B small, medium enterprises (SME) entering in the German market. The aim is to answer the following two research questions: ‘What does a Born Global B2B SME’s internationalization process look like?’ and ‘Which adaptations should a Born Global B2B SME make to acquire customers in the German market?’ A review of internationalization literature, complemented by company participation and interviews furthers the body of academic research in this subject area. Qualitative research is applied through a company case study and primary interviews are conducted. A case study is employed to further understand and practically apply adaptations a firm can make to increase its chance of success in a foreign market environment, once internationalizing. The conclusions drawn that a Born Global B2B SME entering a foreign market should make adaptations in its online presence to cater to the new market. Specifically, language adaptations are required to the native tongue. This research concludes with both practical and theoretical suggestions. The key findings from the interviews show that the Born Global B2B SME’s studied have taken an ‘accidental’ internationalization process.

ABSTRACT This master thesis examined the impact of digitalization on the speed of internationalization and explores the various foreign market entry options for a company that would like to expand from a developed market to an emerging market as part of its internationalization.  The case study analyzed in this paper is Arctic Space Technologies, a unique satellite operator company offering an all-in-one solution for sustainable satellite data handling and processing. The firm’s founders have a niche market (satellite operators) and have established business in Sweden and would like to enter an emerging market (South Africa). The firm can be classified under the high-tech industry and the study obtained valuable information that could be useful to other similar firms. The nature of technology for adoption is easily transferable for such firms regardless of geographical location. Digitalization is instrumental in facilitating earlier and faster internationalization through digitalized knowledge, network creation and decision-making processes (Coviello et al., 2017). The digitalization of new foreign market development helps such firms to efficiently identify new market opportunities in global markets and with this approach, they save resources while developing the most attractive markets (Neubert, 2018a). Qualitative research was applied through a company case study, where primary interviews and a survey were used to collect data. A case study was employed to further understand and practically apply adaptations a firm can make to increase its chances of success in a foreign market environment. The researcher also obtained information from desktop and literature review. The study findings suggested that business networking, business models, culture and geographical distance, market size are key factors that influence the choice of foreign market entry mode for a high-tech firm internationalization process from a developed market to an emerging market. In addition, the main challenges faced by born-global firm in entering an emerging market includes, lack of financial resources, management transitions and lack of proper market information for the internationalization process. The firm may need to identify information related to the market size, competitors, financial costs and entry barriers of the emerging market.  The study insight was that despite the born global firms’ nature of technology enabling faster adoption in terms of digitalization being instrumental in facilitating their internationalization process through the digitalized knowledge, network creation and decision-making processes, they still face the challenges of entry into unfamiliar emerging markets. The researcher identified the institutional voids faced, liability of foreignness and noted that it would be crucial for the firm to conduct a proper environmental analysis. This may include political and legal forces, economic forces, social-cultural forces and technological forces.  Arctic Space Technologies may need to create relevant business networks and the study identified that the ideal foreign market entry mode would be Joint venture/Partnership.  Since the South African government is keen on foreign investors/entrepreneurs entering into their market through partnership with a local business entity. The firm could establish a good network with South African National Space Agency (SANSA) and other space firms in the country. SANSA is keen on fostering international partnerships to enable unlock opportunities for the national space sector.   Further studies could investigate the time frames for high-tech firms internationalization processes. Further research is needed to analyze connections between software firms’ business models and selected entry modes by using a quantitative research method. The study could also be extended to other emerging countries in Africa and new business opportunities in the global markets for high-tech firms especially with the changing dynamics of international business in the wake of the current pandemic.

Syftet med denna kandidatuppsats är att undersöka internationaliseringsstrategier för svenska startups inom den expansiva rymdindustrin, specifikt internationalisering genom branschspecifika företagsinkubatorer, med fokus på den Europeiska Rymdorganisationens Företagsinkubator, ESA BIC. Forskningsmetodiken innefattar genomförandet av semistrukturerade intervjuer med deltagare som representerar ledningen för fyra svenska entreprenörsledda företag inom rymdindustrin, där de får möjlighet att utveckla sina tankar kring företagets internationaliseringsstrategi. Uppsatsens slutsats belyser företagsinkubatorers viktiga roll i att stödja startups internationaliseringsprocess, särskilt när det gäller tillgång till nätverk, finansiering och affärsplanering. Den påvisar även hur entreprenörens egna erfarenhet, existerande nätverk, och förutsättningar påverkar behovet av en inkubator.  Den belyser också utmaningar och strategiska hinder som startups möter i den konkurrenskraftiga rymdindustrin, både inom och utanför inkubatorer. Rymdindustrin är underutforskad inom detta område och därmed ger avhandlingen värdefulla insikter om företagsinkubatorers roll i internationaliseringsprocessen för startups inom rymdindustrin, och framhäver fördelar och utmaningar som är förknippade med detta.