The new ventures’ international result. A relational view associated to network market orientation
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Published
18-09-2018
Diego Monferrer Tirado
Marta Estrada Guillén
Abstract
This paper delves into the study of the factors that influence the international competitive position of international new ventures, and consequently, their international performance. By combining international entrepreneurship and marketing disciplines, this work attempts to emphasise the importance of relational knowledge by the influence of network market orientation on the international results obtained by these firms through the mediating effect of competitive advantages. The approach was used to test our hypotheses. The results obtained, using structural equations models and multi-sample analysis, confirm that network market orientation is a determining factor for new ventures to achieve superior international results. This influence is observed indirectly with the mediating effect on the differentiation- and cost-based competitive advantages developed by these firms. This study extends previous international entrepreneurship research, including insights from the marketing discipline on antecedents of international new ventures’ competitiveness and success in foreign markets. In addition, the results obtained encourage entrepreneurs in the international context to consider the explicit value of other factors different from experiential knowledge, which the company acquired gradually with increasing its experience in the foreign market, to realize the potential value of relational knowledge associated to network market orientation as an antecedent for the achievement of competitive advantages in the international market.
How to Cite
Monferrer Tirado, D., & Estrada Guillén, M. (2018). The new ventures’ international result. A relational view associated to network market orientation. Cuadernos De Gestión, 16(2), 93–118. https://doi.org/10.5295/cdg.150521dm
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Keywords
Network market orientation, competitive advantage, international performance, international new venture
References
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Armstrong, J.S. y Overton, T.S., 1977. Estimating non-response bias in mail surveys. Journal of Marketing Research, 16, 396-402.
Aspelund, A., Madsen, T.K. y Moen, Ø., 2007. International new ventures: A review of conceptualizations and findings. European Journal of Marketing, 41 (11/12), 1423-1474.
Ayadi-Frikha, M., 2014. Cognitive map for identifying the determinants of the early and rapidly internationalizing firms. Journal of the Knowldege Economy, 5 (3), 633-645.
Barney, J.B., 1991. Firm resources and sustained competitive advantage. Journal of Management, 17 (1), 99-120.
Baronchelli, G. y Cassia, F., 2014. Exploring the antecedents of born-global companies’ international development. International Entrepreneurship and Management Journal,10 (1), 67-79.
Berghman, L., Matthyssens, P. y Vandenbempt, K., 2006. Building competences for new customer value creation: An exploratory study. Industrial Marketing Management, 35, 961-973.
Bhuian, S.N., Menguc, B. y Bell, S.J., 2005. Just entrepreneurial enough: the moderating effect of entrepreneurship on the relationship between market orientation and performance. Journal of Business Research, 58, 9-17.
Bouncken, R.B., 2003. Impact of network collaboration mode on the degree of novelty of innovation. Annual Conference of the Strategic Management Society, Baltimore.
Burgel, O. y Murray, G.C., 2000. The international market entry choice of start-up companies in high-technology industries. Journal of International Marketing, 8 (2), 33-62.
Chen, Y.S., Lin, M.J.J. y Chang, C.H., 2009. The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets. Industrial Marketing Management, 38, 152-158.
Chetty, S., Johanson, M. y Martin, O., 2014. Speed of internationalization: Conceptualization, measurement and validation. Journal of World Business, 49 (4), 633-650.
Child, J. y Hsieh, L.H.Y., 2014. Decision mode, information and network attachment in the internationalization of SMEs: A configurational and contingency analysis. Journal of World Business, 49 (4), 598-610.
Chung, J., Jin, B. y Sternquist, B., 2007. The role of market orientation in channel relationships when channel power is imbalanced. The International Review of Retail, Distribution and Consumer Research, 17 (2), 159-176.
Coviello, N.E., 2006. The network dynamics of international new ventures. Journal of International Business Studies, 37 (5), 713–731.
Coyne, K.P., 1986. Sustainable competitive advantage: What it is, what it isn’t. Business Horizons, 29 (1), 54-61.
Day, G.S. y Van den Bulte, C., 2002. Superiority in customer relationship management: consequences for competitive advantage and performance. Report No. 02-123. Cambridge, MA: Marketing Science Institute.
Day, G.S. y Wensley, R., 1988. Assessing Advantage: A framework for diagnosing competitive superiority. Journal of Marketing, 52 (April), 1-20.
Duffy, J., 2000. The KM technology infrastructure. Information Management Journal, 34 (2), 62-66.
Elg, U., 2002. Inter-firm market orientation: Its significance and antecedents in distribution networks. Journal of Marketing Management, 18 (7/8), 633-656.
Evanschitzky, H., 2007. Market orientation of service networks: Direct and indirect effects on sustained competitive advantage. Journal of Strategic Marketing, 15, 349-368.
Figueira-de-Lemos, F. y Hadjikhani, A., 2014. Internationalization processes in stable and unstable market conditions: Towards a model of commitment decisions in dynamic environments. Journal of World Business, 49 (3), 332-349.
Fornell, C. y Larcker, D.F., 1981. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18, 39-50.
Ha-Brookshire, J.A. y Dyer, B., 2009. The impact of firm capabilities and competitive advantages on import intermediary performance. Journal of Global Marketing, 22 (1), 5-19.
Hair, J.F., Black, W.C., Babin, B.J., Anderson, R.E. y Tatham, R.L., 2006. Multivariate data analysis (6th ed.). Upper Saddle River, N.J.: Pearson Education Inc.
Harker, M., 1999. Relationship marketing defined? An examination of current marketing definitions. Marketing Intelligence and Planning, 17 (1), 13-20.
Hasen, M.T., Nohria, N. y Tierney, T., 1999. What’s your strategy for managing knowledge. Harvard Business Review, 77 (2), 106-118.
Helfert, G., Ritter, T. y Walter, A., 2002. Redefining market orientation from a relationship perspective. Theoretical considerations and empirical results. European Journal of Marketing, 36 (9/10), 1119-1139.
Hite, J. y Hesterly, W., 2001. The evolution of firm networks: From emergence to early growth of the firm. Strategic Management Journal, 22, 275-286.
Hult, G.T.M. y Ketchen, D.J., 2001. Does market orientation matter? A test of the relationship between positional advantage and performance. Strategic Management Journal, 22 (9), 899-906.
Jantunen, A., Nummela, N., Puumalinen, K. y Saarenketo, S., 2008. Strategic orientation of born globals – do they really matter? Journal of World Business, 43 (2), 158-70.
Javalgi, R.G., Martin, L.C. y Young, R.B., 2006. Marketing research, market orientation and customer relationship management; a framework and implications for service providers. Journal of Service Marketing, 20 (1), 12-24.
Johanson, J. y Vahlne, J.E., 1977. The internationalization process of the firm: a model of knowledge development and increasing foreign market commitment. Journal of International Business Studies, 8 (1), 23-32.
Johanson, J. y Vahlne, J.E., 2003. Building a model of firm internationalisation. En: Blomstermo, A. y Sharma, D., ed. Learning in the Internationalisation Process of Firms, Cheltenham: Edward Elgar, 3-15.
Johanson, J. y Vahlne, J.E., 2009. The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership. Journal of International Business Studies, 40, 1411–1431.
Jöreskog, K. y Söbom, D., 1993. LISREL 8: structural equation modeling with the SIMPLIS command language. Chicago, Illinois: Scientific Software International.
Karlsson, C., 2003. The development of industrial networks: Challenges to operations management in an extraprise. International Journal of Operations & Production Management, 23 (1), 44-61.
Katsikeas, C.S., 1994. Export competitive advantages. The relevance of firm characteristics. International Marketing Review, 11 (3), 33-53.
Knight, G.A. y Cavusgil, T., 1996. The born global firm: a challenge to traditional internationalization theory. Advances in International Marketing, 8, 11-26.
Knight, G.A. y Cavusgil, T., 2004. Innovation, organizational capabilities, and the born-global firm. Journal of International Business Studies, 35, 124-141.
Kohli, A.K. y Jaworski, B.J., 1990. Market orientation: the construct, research propositions, and managerial implications. Journal of Marketing. 54, 1-18.
Lambin, J.J., 1995. Marketing estratégico, Madrid: McGraw-Hill.
Lin, B.W. y Chen, C.J., 2006. Featuring product innovation in industry networks: The mediating role of knowledge integration. International Journal of Human Resource Management, 17 (1), 155–73.
Ling-yee, L. y Ogunmokun, G.O., 2001. The influence of interfirm relational capabilities on export advantage and performance: an empirical analysis. International Business Review, 10, 399-420.
Lofgren, A., 2014. International network management for the purpose of host market expansion: The mediating effect of co-innovation in the networks of SMEs. Journal of International Entrepreneurship, 12 (2), 162-182.
Masango, S. y Marinova, S., 2014. Knowledge-based network ties in early rapidly internationalising small firms: A missing link? International Entrepreneurship and Management Journal, 10 (3), 471-486.
McKinsey & Co., 1993. Emerging exporters: Australia’s high value-added manufacturing exporters. Melbourne: McKinsey & Company and the Australian Manufacturing Council.
McNaugthon, R.B., 2003. The number of export markets that a firm serves: process models versus the born-global phenomenon. Journal of International Entrepreneurship, 1, 297-311.
Milanov, H. y Fernhaber, S.A., 2009. The impact of early imprinting on the evolution of new venture networks. Journal of Business Venturing, 24 (1), 46-61.
Mizik, N. y Jacobson, R., 2003. Trading off between value creation and value appropriation: The financial implications of shifts in strategic emphasis. Journal of Marketing, 67 (January), 63–76.
Monferrer, D., 2011. La orientación al mercado de la red como determinante de la competitividad de las nuevas empresas internacionales. El efecto mediador de las capacidades dinámicas. Tesis, (Dr). Universitat Jaume I, España.
Monferrer, D., Blesa, A. y Ripollés, M., 2013. Orientación al mercado de la red y capacidades dinámicas de absorción e innovación como determinantes del resultado internacional de las nuevas empresas internacionales. Revista Española de Investigación de Marketing ESIC, 17 (2), 29-52.
Morgan, R.T., y Hunt, S., 1999. Relationship-based competitive advantage: The role of relationship marketing in marketing strategy. Journal of Business Research, 46, 281-290.
Morgan, N., Kaleka, A. y Katsikeas, C., 2004. Antecedents of export venture performance: A theoretical model and empirical assessment. Journal of Marketing, 68, 90-108.
Narver, J.C. y Slater, S.F., 1990. The effect of market orientation on business profitability. Journal of Marketing, 54 (October), 20-35.
Navarro, A., Losada, F. y Díez, J.A., 2010. Implications of perceived competitive advantages, adaptation of marketing tactics and export commitment on export performance. Journal of World Business, 45 (1), 49-58.
Norback, P. y Persson, L., 2014. Born to be global and the globalisation process. World Economy, 37 (5), 672-689.
Nordman, E.M. y Melen, S., 2008. The impact of different kinds of knowledge for the internationalization process of born globals in the biotech business. Journal of World Business, 43 (2), 171-85.
Nunnally, J., 1979. Psychometric Theory. Nueva York: McGraw-Hill.
Omri, W. y Becuwe, A., 2014. Managerial characteristics and entrepreneurial internationalization: a study of Tunisian SMEs. Journal of International Entrepreneurship, 12 (1), 8-42.
Oviatt, B.M. y McDougall, P.P., 1994. Toward a theory of international new ventures. Journal of International Business Studies, 25 (1), 45-64.
Oviatt, B.M. y McDougall, P.P., 2005. Defining international entrepreneurship and modeling the speed of internationalization. Entrepreneurship: Theory and Practice, 29 (5), 537-553.
Piercy, N., Kaleka, A. y Katsikeas, C., 1998. Sources of competitive advantage in high performing export company. Journal of World Business, 33 (4), 378-393.
Porter, M.E., 1985. Competitive advantage: Creating and sustaining superior performance. New York: Free Press.
Racela, O., Chaikittisilpa, C. y Thoumrungroje, A., 2007. Market orientation, international business relationships and perceived export performance. International Marketing Review, 24 (2), 144–163.
Rialp, A., Rialp, J. y Knight, G., 2005. The phenomenon of early internationalizing firms: what do we know after a decade (1993-2003) of scientific inquiry? International Business Review, 14 (2), 147-166.
Sharma, D.D. y Blomstermo, A., 2003. The internationalisation process of born globals: A network view. International Business Review, 12, 739-753.
Sher, P.J. y Lee, V.C., 2004. Information technology as a facilitator for enhancing dynamic capabilities through knowledge management. Information & Management, 41 (8), 933–945.
Siguaw, J.A., Simpson, P.M. y Baker, T.L., 1999. The influence of market orientation on channel relationships: A dyadic examination. En: Deshpandé, R., ed. Developing a Market Orientation. London: Sage, 267-302.
Sin, L., Tse, A., Yau, O., Chow, R. y Lee, J., 2005. Market orientation, relationship marketing orientation, and business performance: the moderating effects of economic ideology and industry type. Journal. of International Marketing, 13 (1), 36-57.
Slater, S.F., 1996. The challenge of sustaining competitive advantage. Industrial Marketing Management, 25, 79-86.
Snoj, B., Milfelner, B. y Gabrijan, V., 2007. An examination of the relationships among market orientation, innovation resources, reputational resources, and company performance in the transitional economy of Slovenia. Canadian Journal of Administrative Sciences, 24 (3), 151–164.
Steenkamp, J.B.E.M. y van Trijp, H.C.M., 1991. The use of LISREL in validating marketing constructs. International Journal of Research in Marketing, 8 (4), 283-299.
Tuominen, M., Rajala, A. y Möller, K., 2004. Market-driving versus market-driven: Divergent roles of market orientation in business relationships. Industrial Marketing Management, 33, 207-217.
Von Hippel, E., 1994. ‘Sticky information’ and the locus of problem solving: Implications for innovation. Management Science, 40 (4), 429-439.
Zahra, S.A. y George, G., 2002. Absorptive capacity: A review, reconceptualization, and extension. Academy of Management Review, 27 (2), 185-203.
Zhou, L., 2007. The effects of entrepreneurial proclivity and foreign market knowledge on early internationalization. Journal of World Business, 42, 281-293.
Zollo, M. y Winter, S.G., 2002. Deliberate learning and the evolution of dynamic capabilities. Organization Science, 13, 339-351.
Armstrong, J.S. y Overton, T.S., 1977. Estimating non-response bias in mail surveys. Journal of Marketing Research, 16, 396-402.
Aspelund, A., Madsen, T.K. y Moen, Ø., 2007. International new ventures: A review of conceptualizations and findings. European Journal of Marketing, 41 (11/12), 1423-1474.
Ayadi-Frikha, M., 2014. Cognitive map for identifying the determinants of the early and rapidly internationalizing firms. Journal of the Knowldege Economy, 5 (3), 633-645.
Barney, J.B., 1991. Firm resources and sustained competitive advantage. Journal of Management, 17 (1), 99-120.
Baronchelli, G. y Cassia, F., 2014. Exploring the antecedents of born-global companies’ international development. International Entrepreneurship and Management Journal,10 (1), 67-79.
Berghman, L., Matthyssens, P. y Vandenbempt, K., 2006. Building competences for new customer value creation: An exploratory study. Industrial Marketing Management, 35, 961-973.
Bhuian, S.N., Menguc, B. y Bell, S.J., 2005. Just entrepreneurial enough: the moderating effect of entrepreneurship on the relationship between market orientation and performance. Journal of Business Research, 58, 9-17.
Bouncken, R.B., 2003. Impact of network collaboration mode on the degree of novelty of innovation. Annual Conference of the Strategic Management Society, Baltimore.
Burgel, O. y Murray, G.C., 2000. The international market entry choice of start-up companies in high-technology industries. Journal of International Marketing, 8 (2), 33-62.
Chen, Y.S., Lin, M.J.J. y Chang, C.H., 2009. The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets. Industrial Marketing Management, 38, 152-158.
Chetty, S., Johanson, M. y Martin, O., 2014. Speed of internationalization: Conceptualization, measurement and validation. Journal of World Business, 49 (4), 633-650.
Child, J. y Hsieh, L.H.Y., 2014. Decision mode, information and network attachment in the internationalization of SMEs: A configurational and contingency analysis. Journal of World Business, 49 (4), 598-610.
Chung, J., Jin, B. y Sternquist, B., 2007. The role of market orientation in channel relationships when channel power is imbalanced. The International Review of Retail, Distribution and Consumer Research, 17 (2), 159-176.
Coviello, N.E., 2006. The network dynamics of international new ventures. Journal of International Business Studies, 37 (5), 713–731.
Coyne, K.P., 1986. Sustainable competitive advantage: What it is, what it isn’t. Business Horizons, 29 (1), 54-61.
Day, G.S. y Van den Bulte, C., 2002. Superiority in customer relationship management: consequences for competitive advantage and performance. Report No. 02-123. Cambridge, MA: Marketing Science Institute.
Day, G.S. y Wensley, R., 1988. Assessing Advantage: A framework for diagnosing competitive superiority. Journal of Marketing, 52 (April), 1-20.
Duffy, J., 2000. The KM technology infrastructure. Information Management Journal, 34 (2), 62-66.
Elg, U., 2002. Inter-firm market orientation: Its significance and antecedents in distribution networks. Journal of Marketing Management, 18 (7/8), 633-656.
Evanschitzky, H., 2007. Market orientation of service networks: Direct and indirect effects on sustained competitive advantage. Journal of Strategic Marketing, 15, 349-368.
Figueira-de-Lemos, F. y Hadjikhani, A., 2014. Internationalization processes in stable and unstable market conditions: Towards a model of commitment decisions in dynamic environments. Journal of World Business, 49 (3), 332-349.
Fornell, C. y Larcker, D.F., 1981. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18, 39-50.
Ha-Brookshire, J.A. y Dyer, B., 2009. The impact of firm capabilities and competitive advantages on import intermediary performance. Journal of Global Marketing, 22 (1), 5-19.
Hair, J.F., Black, W.C., Babin, B.J., Anderson, R.E. y Tatham, R.L., 2006. Multivariate data analysis (6th ed.). Upper Saddle River, N.J.: Pearson Education Inc.
Harker, M., 1999. Relationship marketing defined? An examination of current marketing definitions. Marketing Intelligence and Planning, 17 (1), 13-20.
Hasen, M.T., Nohria, N. y Tierney, T., 1999. What’s your strategy for managing knowledge. Harvard Business Review, 77 (2), 106-118.
Helfert, G., Ritter, T. y Walter, A., 2002. Redefining market orientation from a relationship perspective. Theoretical considerations and empirical results. European Journal of Marketing, 36 (9/10), 1119-1139.
Hite, J. y Hesterly, W., 2001. The evolution of firm networks: From emergence to early growth of the firm. Strategic Management Journal, 22, 275-286.
Hult, G.T.M. y Ketchen, D.J., 2001. Does market orientation matter? A test of the relationship between positional advantage and performance. Strategic Management Journal, 22 (9), 899-906.
Jantunen, A., Nummela, N., Puumalinen, K. y Saarenketo, S., 2008. Strategic orientation of born globals – do they really matter? Journal of World Business, 43 (2), 158-70.
Javalgi, R.G., Martin, L.C. y Young, R.B., 2006. Marketing research, market orientation and customer relationship management; a framework and implications for service providers. Journal of Service Marketing, 20 (1), 12-24.
Johanson, J. y Vahlne, J.E., 1977. The internationalization process of the firm: a model of knowledge development and increasing foreign market commitment. Journal of International Business Studies, 8 (1), 23-32.
Johanson, J. y Vahlne, J.E., 2003. Building a model of firm internationalisation. En: Blomstermo, A. y Sharma, D., ed. Learning in the Internationalisation Process of Firms, Cheltenham: Edward Elgar, 3-15.
Johanson, J. y Vahlne, J.E., 2009. The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership. Journal of International Business Studies, 40, 1411–1431.
Jöreskog, K. y Söbom, D., 1993. LISREL 8: structural equation modeling with the SIMPLIS command language. Chicago, Illinois: Scientific Software International.
Karlsson, C., 2003. The development of industrial networks: Challenges to operations management in an extraprise. International Journal of Operations & Production Management, 23 (1), 44-61.
Katsikeas, C.S., 1994. Export competitive advantages. The relevance of firm characteristics. International Marketing Review, 11 (3), 33-53.
Knight, G.A. y Cavusgil, T., 1996. The born global firm: a challenge to traditional internationalization theory. Advances in International Marketing, 8, 11-26.
Knight, G.A. y Cavusgil, T., 2004. Innovation, organizational capabilities, and the born-global firm. Journal of International Business Studies, 35, 124-141.
Kohli, A.K. y Jaworski, B.J., 1990. Market orientation: the construct, research propositions, and managerial implications. Journal of Marketing. 54, 1-18.
Lambin, J.J., 1995. Marketing estratégico, Madrid: McGraw-Hill.
Lin, B.W. y Chen, C.J., 2006. Featuring product innovation in industry networks: The mediating role of knowledge integration. International Journal of Human Resource Management, 17 (1), 155–73.
Ling-yee, L. y Ogunmokun, G.O., 2001. The influence of interfirm relational capabilities on export advantage and performance: an empirical analysis. International Business Review, 10, 399-420.
Lofgren, A., 2014. International network management for the purpose of host market expansion: The mediating effect of co-innovation in the networks of SMEs. Journal of International Entrepreneurship, 12 (2), 162-182.
Masango, S. y Marinova, S., 2014. Knowledge-based network ties in early rapidly internationalising small firms: A missing link? International Entrepreneurship and Management Journal, 10 (3), 471-486.
McKinsey & Co., 1993. Emerging exporters: Australia’s high value-added manufacturing exporters. Melbourne: McKinsey & Company and the Australian Manufacturing Council.
McNaugthon, R.B., 2003. The number of export markets that a firm serves: process models versus the born-global phenomenon. Journal of International Entrepreneurship, 1, 297-311.
Milanov, H. y Fernhaber, S.A., 2009. The impact of early imprinting on the evolution of new venture networks. Journal of Business Venturing, 24 (1), 46-61.
Mizik, N. y Jacobson, R., 2003. Trading off between value creation and value appropriation: The financial implications of shifts in strategic emphasis. Journal of Marketing, 67 (January), 63–76.
Monferrer, D., 2011. La orientación al mercado de la red como determinante de la competitividad de las nuevas empresas internacionales. El efecto mediador de las capacidades dinámicas. Tesis, (Dr). Universitat Jaume I, España.
Monferrer, D., Blesa, A. y Ripollés, M., 2013. Orientación al mercado de la red y capacidades dinámicas de absorción e innovación como determinantes del resultado internacional de las nuevas empresas internacionales. Revista Española de Investigación de Marketing ESIC, 17 (2), 29-52.
Morgan, R.T., y Hunt, S., 1999. Relationship-based competitive advantage: The role of relationship marketing in marketing strategy. Journal of Business Research, 46, 281-290.
Morgan, N., Kaleka, A. y Katsikeas, C., 2004. Antecedents of export venture performance: A theoretical model and empirical assessment. Journal of Marketing, 68, 90-108.
Narver, J.C. y Slater, S.F., 1990. The effect of market orientation on business profitability. Journal of Marketing, 54 (October), 20-35.
Navarro, A., Losada, F. y Díez, J.A., 2010. Implications of perceived competitive advantages, adaptation of marketing tactics and export commitment on export performance. Journal of World Business, 45 (1), 49-58.
Norback, P. y Persson, L., 2014. Born to be global and the globalisation process. World Economy, 37 (5), 672-689.
Nordman, E.M. y Melen, S., 2008. The impact of different kinds of knowledge for the internationalization process of born globals in the biotech business. Journal of World Business, 43 (2), 171-85.
Nunnally, J., 1979. Psychometric Theory. Nueva York: McGraw-Hill.
Omri, W. y Becuwe, A., 2014. Managerial characteristics and entrepreneurial internationalization: a study of Tunisian SMEs. Journal of International Entrepreneurship, 12 (1), 8-42.
Oviatt, B.M. y McDougall, P.P., 1994. Toward a theory of international new ventures. Journal of International Business Studies, 25 (1), 45-64.
Oviatt, B.M. y McDougall, P.P., 2005. Defining international entrepreneurship and modeling the speed of internationalization. Entrepreneurship: Theory and Practice, 29 (5), 537-553.
Piercy, N., Kaleka, A. y Katsikeas, C., 1998. Sources of competitive advantage in high performing export company. Journal of World Business, 33 (4), 378-393.
Porter, M.E., 1985. Competitive advantage: Creating and sustaining superior performance. New York: Free Press.
Racela, O., Chaikittisilpa, C. y Thoumrungroje, A., 2007. Market orientation, international business relationships and perceived export performance. International Marketing Review, 24 (2), 144–163.
Rialp, A., Rialp, J. y Knight, G., 2005. The phenomenon of early internationalizing firms: what do we know after a decade (1993-2003) of scientific inquiry? International Business Review, 14 (2), 147-166.
Sharma, D.D. y Blomstermo, A., 2003. The internationalisation process of born globals: A network view. International Business Review, 12, 739-753.
Sher, P.J. y Lee, V.C., 2004. Information technology as a facilitator for enhancing dynamic capabilities through knowledge management. Information & Management, 41 (8), 933–945.
Siguaw, J.A., Simpson, P.M. y Baker, T.L., 1999. The influence of market orientation on channel relationships: A dyadic examination. En: Deshpandé, R., ed. Developing a Market Orientation. London: Sage, 267-302.
Sin, L., Tse, A., Yau, O., Chow, R. y Lee, J., 2005. Market orientation, relationship marketing orientation, and business performance: the moderating effects of economic ideology and industry type. Journal. of International Marketing, 13 (1), 36-57.
Slater, S.F., 1996. The challenge of sustaining competitive advantage. Industrial Marketing Management, 25, 79-86.
Snoj, B., Milfelner, B. y Gabrijan, V., 2007. An examination of the relationships among market orientation, innovation resources, reputational resources, and company performance in the transitional economy of Slovenia. Canadian Journal of Administrative Sciences, 24 (3), 151–164.
Steenkamp, J.B.E.M. y van Trijp, H.C.M., 1991. The use of LISREL in validating marketing constructs. International Journal of Research in Marketing, 8 (4), 283-299.
Tuominen, M., Rajala, A. y Möller, K., 2004. Market-driving versus market-driven: Divergent roles of market orientation in business relationships. Industrial Marketing Management, 33, 207-217.
Von Hippel, E., 1994. ‘Sticky information’ and the locus of problem solving: Implications for innovation. Management Science, 40 (4), 429-439.
Zahra, S.A. y George, G., 2002. Absorptive capacity: A review, reconceptualization, and extension. Academy of Management Review, 27 (2), 185-203.
Zhou, L., 2007. The effects of entrepreneurial proclivity and foreign market knowledge on early internationalization. Journal of World Business, 42, 281-293.
Zollo, M. y Winter, S.G., 2002. Deliberate learning and the evolution of dynamic capabilities. Organization Science, 13, 339-351.
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