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Knowledge-acquisition strategies and the effects on market knowledge – profiling the internationalizing firm
Linnaeus University, School of Business and Economics, Department of Organisation and Entrepreneurship. (CIBEM)ORCID iD: 0000-0003-4159-0847
2015 (English)In: European Management Journal, ISSN 0263-2373, E-ISSN 1873-5681, Vol. 33, no 2, p. 79-88Article in journal (Refereed) Published
Abstract [en]

Knowledge management and experiential knowledge in particular has for long been at the core of theory on the behavior of internationalizing firms. However, the strong emphasis on direct experience in extant literature has been challenged. This study addresses the influence of various knowledge-acquisition strategies on market knowledge. Empirical studies on this topic are largely missing. The empirical base for this study is 144 internationalizing Swedish firms operating in the Baltic States, Poland, Russia, or China. Four knowledge acquisition strategies are identified based on the utilization of knowledge sources. The strategies are profiled through a cluster analysis, which is validated using a regression analysis to show the effects of strategy on market knowledge. The results show that firms with a passive strategy have less market knowledge. Firms that are focusing primarily on internal or external sources hold equal levels of knowledge about the market. Firms actively utilizing all available sources have the highest levels of market knowledge. This calls for a reevaluation of the relative importance of direct experiential knowledge in internationalization processes and supports the notion that more sources of knowledge than direct experience need to be taken into account in order to understand internationalization behavior.

Place, publisher, year, edition, pages
Elsevier, 2015. Vol. 33, no 2, p. 79-88
Keywords [en]
Knowledge acquisition, Internationalizing firm, Market knowledge, Learning strategy
National Category
Business Administration
Research subject
Economy, Business administration
Identifiers
URN: urn:nbn:se:lnu:diva-42214DOI: 10.1016/j.emj.2014.06.003ISI: 000353738600003Scopus ID: 2-s2.0-84937191451OAI: oai:DiVA.org:lnu-42214DiVA, id: diva2:802779
Available from: 2015-04-13 Created: 2015-04-13 Last updated: 2017-12-04Bibliographically approved
In thesis
1. Learning strategies for international growth: On knowledge acquisition and opportunity realization
Open this publication in new window or tab >>Learning strategies for international growth: On knowledge acquisition and opportunity realization
2016 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

Literature on firm internationalization has pointed out knowledge and learning as central components in the internationalization process. While much research has emphasized the development of experience in the firm as the main source of new knowledge, this notion has also been challenged. Furthermore, in internationalization literature, most attention has been paid to market entry and far less to growth in the market thereafter. This research addresses how internationalizing firms capture growth opportunities by acquiring new knowledge in foreign markets. The purpose is to describe and explain how internationalizing firms learn about foreign markets by combining various knowledge sources in order to realize growth opportunities in these markets.

To address this purpose, data from two steps of data collection is analyzed. The first step contains qualitative focus-group data from seven Swedish firms and aims to describe learning from a combination of knowledge sources, which leads to the development of a typology of learning strategies. The tentative results from the first step are established in the second step, which contains survey data from 144 internationalizing Swedish firms. In addition to validating the typology, data from the second step explains heterogeneous knowledge outcomes based on differences in learning strategies, suggesting that a diversified strategy has the greatest potential for learning. These results indicate that external knowledge matters more than what has been previously recognized. Furthermore, the results show curvilinear effects of knowledge of the local network and international spread on the realization of international growth opportunities.

By integrating components from international entrepreneurship, this research may contribute to internationalization-process literature by (1) describing the typology of how internationalizing firms learn in foreign markets, (2) establishing the described types and explaining the knowledge consequences for internationalizing firms, and (3) explaining how this knowledge impacts the ability to realize international opportunities. This chain of components provides the links between learning and growth of the internationalizing firm beyond the initial market entry. 

Place, publisher, year, edition, pages
Växjö: Linnaeus University Press, 2016. p. 77
Series
Linnaeus University Dissertations ; 252/2016
Keywords
International opportunities; Internationalization; Internationalization knowledge; Learning; Market knowledge
National Category
Business Administration
Research subject
Economy, Business administration; Economy, Marketing; Economy, Ledarskap, entreprenörskap och organisation
Identifiers
urn:nbn:se:lnu:diva-52549 (URN)978-91-88357-18-2 (ISBN)
Public defence
2016-06-10, Ny200, Gröndalsvägen 19, Kalmar, 13:00 (English)
Opponent
Supervisors
Funder
Knowledge FoundationThe Jan Wallander and Tom Hedelius Foundation
Available from: 2016-05-20 Created: 2016-05-18 Last updated: 2016-11-22Bibliographically approved

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Åkerman, Niklas

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Output format
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