An inquiry into born‐global firms in Europe and the USA

Gary Knight (Department of Marketing, College of Business, Florida State University, Tallahassee, Florida, USA)
Tage Koed Madsen (Department of Marketing, School of Business and Economics, University of Southern Denmark, Odense, Denmark)
Per Servais (Department of Marketing, School of Business and Economics, University of Southern Denmark, Odense, Denmark)

International Marketing Review

ISSN: 0265-1335

Publication date: 1 December 2004

Abstract

Companies that internationalise at or near their founding, “born globals,” are emerging in great numbers world‐wide. Characterised by a specific Gestalt of marketing‐related competencies, they are playing an increasing role in international trade. Born globals are investigated using data from case and survey‐based studies in Denmark and the USA. First introduces and describes the born‐global phenomenon. Then, hypotheses are developed and tested via a structural model that represents key factors in the international success of this important breed of firm. Results suggest that born‐global international performance is enhanced in the wake of managerial emphasis on foreign customer focus and marketing competence. Product quality and differentiation strategy also play important roles, particularly in the US firms. These and additional findings are discussed in light of their theoretical and practical implications.

Keywords

Citation

Knight, G., Koed Madsen, T. and Servais, P. (2004), "An inquiry into born‐global firms in Europe and the USA", International Marketing Review, Vol. 21 No. 6, pp. 645-665. https://doi.org/10.1108/02651330410568060

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited

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