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Growing the entrepreneurial firm: networking for international market development

Nicole E. Coviello (University of Auckland, Auckland, New Zealand)
Hugh J. Munro (Wilfrid Laurier University, Waterloo, Canada)

European Journal of Marketing

ISSN: 0309-0566

Article publication date: 1 July 1995


Examines the entrepreneurial high‐technology firm′s use of networks for international market development. Multisite case research and a mail survey form the empirical base for the study. Findings indicate that international market choice and mode of entry for small entrepreneurial high‐technology firms are largely shaped by the interest of various network players. Influential network relationships may be both formal (e.g. business contacts) and informal (e.g. family). Early relationships with large firms are particularly influential in the entrepreneurial high‐technology firm′s internationalization process. Networks are used to share some, but not all, international marketing activities. Concludes that network analysis offers a rich perspective on the international development patterns of entrepreneurial firms. Outlines research and managerial implications on the basis of these exploratory findings.



Coviello, N.E. and Munro, H.J. (1995), "Growing the entrepreneurial firm: networking for international market development", European Journal of Marketing, Vol. 29 No. 7, pp. 49-61.




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