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Opening the black box : A comparative case study on international prospectors

Beate Cesinger, Claudius Habisreutinger & Adriana Danko

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abstract Previous research on international new ventures focused on early outward-driven internationalisation. In contrast, the present study focuses upon international prospectors: international new ventures – founded in Germany or Switzerland – which are international from day one, source from Southeast Asia, and sell on the domestic market. Applying a comparative case-study design, our results indicate that – compared to outward-driven early internationalisers, international prospectors are rather low-tech. Similar to outward-driven international new ventures, founders of international prospectors are internationally experienced and cross-culturally educated. Moreover, intimate knowledge of the sourcing country has made them discover and transfer the business opportunity to the domestic market. In addition, we found that sourcing is not a dead end. Rather, international prospectors rapidly engage in exporting as well – making them in turn thoroughly international firms.
   
type journal paper
   
keywords international new ventures; INVs; international prospectors; international entrepreneurship; Germany
   
language English
kind of paper journal article
date of appearance 1-1-2012
journal International Journal of Entrepreneurial Venturing
publisher lnderscience Enterprises Ltd. (Genève, SWITZERLAND)
ISSN 1742-5360
ISSN (online) 1742-5379
DOI 10.1504/IJEV.2012.044820
volume of journal 4
number of issue 1
page(s) 77-95
review blind review
   
citation Cesinger, B., Habisreutinger, C., & Danko, A. . (2012). Opening the black box: A comparative case study on international prospectors. International Journal of Entrepreneurial Venturing, 4(1), 77-95, DOI:10.1504/IJEV.2012.044820.