Exporting by experiential knowledge: a study of emerging market micro firms

Abstract

Purpose

Relying on the theoretical lens of a knowledge-based view, the purpose of this study is to explore the sources and roles of experiential knowledge in the rapid internationalisation of an emerging market-based micro export firms (EMMFs).

Design/methodology/approach

This is an inductive theory building study, which attempts to understand the “how” and “why” questions. In so doing, the study used nine micro export firms operating in the handicrafts sector of Nepal.

Findings

The findings suggest that internationalisation of resource-poor EMMFs relies on the entrepreneurs’ experiential knowledge, which is mainly acquired through prior experience, social networks and participation in international trade-fairs.

Research limitations/implications

This study contributes by formulating a number of propositions on the sources and roles of experiential knowledge, which could be tested in pursuit of theory building on micro firms’ internationalisation based in emerging markets.

Originality/value

The paper advances an understanding on the patterns of firms’ internationalisation, and discusses EMMFs’ possibilities to emerge as a faster internationalising firm, so-called “born globals”.

Citation

Tiwari, S.K. and Korneliussen, T. (2018), "Exporting by experiential knowledge: a study of emerging market micro firms", International Marketing Review, Vol. 35 No. 5, pp. 833-849. https://doi.org/10.1108/IMR-01-2016-0002