Journal
INTERNATIONAL BUSINESS REVIEW
Volume 29, Issue 1, Pages -Publisher
ELSEVIER
DOI: 10.1016/j.ibusrev.2019.101592
Keywords
Internationalization; De-internationalization; Re-internationalization; Knowledge; Effectual logic; Causal logic; Network relationships; Punctuated longitudinal case study
Categories
Funding
- Estonian Ministry of Education and Research [IUT20-49]
- Estonian Research Council [PUT 1003]
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We focus on the following question: how are knowledge, network relationships and decision-making logic interrelated throughout the internationalization process foreign market entries, exits and re-entries? We contribute to the internationalization literature, network approach and effectuation theory that have not examined these interrelationships during internationalization especially de- and re-internationalization in detail yet. Thereby, we provide a more complete view of internationalization. Based on a single punctuated longitudinal case study, we show that lack of knowledge results in mostly effectual (opportunity-driven) decision-making: finding customers via weak ties, trade fairs and unsolicited export orders and experiencing numerous market exits and re-entries due to experimenting. Knowledge acquisition leads to more causal (systematic, plan-driven) decision-making and stronger ties, but serendipitous (by chance) entries can still occur, and exiting and re-entering foreign markets may continue. We suggest that managers should network and acquire knowledge actively, use both decision-making logics and accept uncertainty as normal during internationalization.
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