Margaret Fletcher

Internationalization Knowledge: What, Why, Where and When?

The acquisition of relevant knowledge plays a critical role in the internationalization process. Yet a complete understanding of internationalization knowledge (IK) remains largely unexplored in the international marketing literature. The authors develop a framework that distinguishes three categories of IK necessary for internationalizing firms to gain market entry, localize strategies, and organize international enterprise procedures. Employing a longitudinal qualitative analysis of ten internationalizing firms, this study examines (1) why firms need these IK categories, (2) where they source them, and (3) at what stage of international growth they are needed. The authors conclude by addressing implications for practice and recommend that managers should source the specific IK needed before it becomes critical.

Decision making by Scottish bank managers

Commercial banks are the major source of external finance for small firms in the UK. Describes a study which was carried out to investigate how bank managers make decisions on lending to small firms. The study looked at adverse selection (i.e. where a manager turns down a good proposal which turns out to be a success) and its effect on small firm liquidity constraints. The researcher took on the role of an entrepreneur and presented a business plan based on an actual lending proposition to bank managers in Scotland. Compares the study with an English study. Findings suggest a more favourable treatment of the proposition by the Scottish bank managers. However, there was variation among banks in the way managers assessed the proposition. There was an emphasis on financial information, gearing and security which reflects the capital‐based approach to bank risk assessment in the UK. Considers policy implications for risk assessment and small firms/banking relationships.

Taught and enacted strategic approaches in young enterprises

The relevance of the planning approach for innovative and for young entrepreneurial firms had been subject to debate. It has been argued that planning dampens the realisation of entrepreneurial vision. This study examines the enacted strategy approaches of entrepreneurs who had studied on a Graduate Enterprise programme that aimed to help them to start a business. The approaches they used to strategy formation were compared to the planning approach that had been emphasised to them seven to 12 years earlier. Data were gathered through non‐directive interviews, and were analysed using survey and case study methods. The formation of strategy by these entrepreneurs relied more on emergent than planning approaches, but some elements of the planning approach were strongly associated with growth. Some key resources were essential for the firms and their strategy formation processes. These were key personal relationships, with whom and through whom the entrepreneurs found ways of enacting their visions – the essence of their strategy process. Implications for curriculum and course development are given.

Promoting entrepreneurship as a career option ‐ the graduate enterprise programme

This paper presents findings of a research study carried out to review the outcomes of the Scottish Graduate Enterprise Programme (GEP). Two hundred and forty‐five graduates participated in the nine GEP business start up courses from 1983 to 1991. They came from a range of academic institutions and disciplines. At least a half have started a business at some point, we found 69 (50 per cent) of those traced were in business, almost half were female. They did not tend to come from entrepreneurial backgrounds, though most had previous work experience. They had considered a range of career options. They started up with low amounts of capital and found finance a constraint, although a range of other problems were identified. On average the businesses have shown growth in capital, turnover, profits and number of employees. They rated their business performance high on quality standards, innovation and competitiveness, though average on sales and profit performance. The Graduate Enterprise Programme helped those with sufficient motivation, to gain the ability to convert their idea into a business. We conclude with recommendations, based on the experiences of the Graduate Enterprise programme, for supporting graduates to create their own businesses.

Knowledge assimilation processes of rapidly internationalising firms: Longitudinal case studies of Scottish SMEs

Purpose – The accumulation of knowledge and learning by firms has been identified as being critical to their internationalisation. This paper aims to explore the knowledge assimilation processes of rapidly internationalising small to medium‐sized enterprises (SMEs).Design/methodology/approach – This is a qualitative enquiry in two stages. First, four case studies were selected from firms that were participating in an internationalisation programme run by Scottish Enterprise, the regional development agency. Data collection involved semi‐structured interviews with chief executive officers (CEOs) and programme providers, and archival data. Second, two focus groups were held with six CEOs participating in the programme.Findings – The findings indicate that knowledge sharing is important for rapidly internationalising SMEs and that firms adopted high levels of formality in assimilating knowledge. Two key aspects of formality were identified as important; formal planned events to share explicit and tacit knowl...

Making Research More Policy Relevant: A Longitudinal Case Study of Engaged Scholarship

Following calls for more policy-relevant academic research, this paper utilises an engaged scholarship (ES) approach (associated with Van de Ven, 2007) to study an innovative evaluation and research (ER a follow-up workshop and group interviews; and policymaker reflections. The chapter demonstrates the value of a longitudinal approach to evidence-based policy analysis that engages stakeholders through continuous dialogue, and presents lessons from this evaluation and research project for implementing an effective ES methodology.