Internationalization as process of value distribution through innovation: polyhedral diagnosis of a “born global” firm

Nuria Calvo (Facultade de Economia e Empresa, Universidade da Coruna, A Coruña, Spain)
Oskar Villarreal (Institute of Applied Business Economics, Universidad del Pais Vasco, Bilbao, Spain)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 April 2019



Technology applied to learning is blurring the traditional outlines of the relations between publishing and technology industries, moving the internationalization strategy away from a gradual perspective toward accelerated internationalization. This paper aims to provide a conceptual model of polyhedral diagnosis of market entry strategy (PODMES model) for “born global” firms involved in e-learning industries.


The use of the case study methodology allowed apply PODMES model to a “born global” firm of the e-learning industry.


Results confirm that “born global” firms in the e-learning industry can adopt behaviors contrary to those expected in the literature. These behaviors imply new entry patterns by creating new strategic partner–supplier–client–competitor relations that extend the traditional analysis of the internal value chain to a process of value distribution through product and technology alliances.


This research provides two main contributions. First, an advance upon previous research into “born global” firms, through deep analysis of a case study that offers new findings regarding the phenomenon studied. It permits to align this research with previous analysis, following a strict case study methodology approach. Second, this study offers the application of a new methodology (PODMES model) that integrates the most relevant theories of internationalization (factorial dodecagon) within the five contingencies of entry market and the design of a strategic profile of internationalization.



Calvo, N. and Villarreal, O. (2019), "Internationalization as process of value distribution through innovation: polyhedral diagnosis of a “born global” firm", Journal of Business & Industrial Marketing, Vol. 34 No. 3, pp. 561-574.

Download as .RIS



Emerald Publishing Limited

Copyright © 2018, Emerald Publishing Limited

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.
To rent this content from Deepdyve, please click the button.