Mika Gabrielsson

Finnish Perspectives of International Entrepreneurship

In recent years, the born global (BG) companyhas begun to gain prevalence in the world market.However, the limitedresearch that exists regarding born globals indicates that they act differentlythan other global firms.This study illuminates the characteristics,locations, motivations, development, and challenges of BGs. An explanation of the born globalphenomenon is provided, includingcomparisons to other internationalized firms and discussion of the evolution ofBGs.The typical locations of BGs are examined, including their impact onsmall and open economies.The factors that motivate the creation of BGsare investigated and discussed, and the many strategies theyutilize.Using the data from a pilot study of 30 Finnish BGs, sevenhypotheses regarding the strategizing of these firmsare created.Therationale behind each hypothesis is considered. In closing, the future challenges to BG success are explored.Thechallenges and obstacles include entrepreneurial, governmental andresearch/teaching challenges, each of which is discussed in detail.(AKP)

Multiple Channel Strategies in the European Personal Computer Industry

The authors examine sales channel strategies for international expansion as a means of compensating for constantly decreasing unit prices and margins in the personal computer (PC) industry operation in the European Union market. The authors describe and analyze the development from single (direct or indirect) to multiple (dual or hybrid) sales channel strategy for international expansion on the basis of four theoretical approaches. The methodology used is a qualitative research strategy. The authors conduct a longitudinal multiple case study consisting of 20 top management interviews related to four cases. They examine the development of the sales channel strategies of selected large companies in the European PC business. Multiple sales channels, especially the hybrid ones, are an optimal solution for expanding sales volumes. The results contribute to the relatively underresearched area of multiple channels, and the managerial implications drawn should be helpful not only to PC companies but also to other firms, such as “born globals.”

Marketing strategies for foreign expansion of companies originating in small and open economies: The consequences of strategic fit and performance

This study examines the marketing strategies of companies originating in small and open economies as they expand into foreign markets. It distinguishes two major globalization paths (that of born globals and that of globalizing internationals), contrasts them with traditional internationalizers, and describes their characteristics. It then outlines a framework and hypotheses regarding the marketing strategies used in foreign expansion and examines them empirically in the information and communication technology field. The authors examine two important strategic marketing issues: the breadth of product offering and the standardization of marketing strategies across countries. The empirical results show that foreign expansion path, foreign business experience, and external globalization pressure have an impact on the selection of marketing strategies. The study also finds that the fit between these contextual factors and the standardization of marketing strategy has a positive effect on performance. The novel results regarding the importance of foreign expansion paths in the selection of marketing strategies have important implications for both academicians and practitioners in the field of international marketing.

Globalizing internationals: product strategies of ICT manufacturers

Purpose – A highly interesting research problem relates to how international information and communication technology (ICT) manufacturers from small and open economies (SMOPECs) can meet the huge globalization challenge of developing products and managing them during global expansion. In particular, how do product strategies change when these companies move from international to global and why?Design/methodology/approach – A theoretical framework and propositions are constructed, which are then examined in a multiple case study of Finnish ICT manufacturers.Findings – The results confirm that the globalizing internationals, i.e. companies that first internationalize after the domestic period and then globalize their operations outside the domestic continent, develop towards standardized product strategy alternatives, wider product assortment and advanced product categories.Research limitations/implications – This study contribute by providing a deeper understanding of the impact of the explanatory factors ...

Conceptualizations to Advance Born Global Definition: A Research Note

The ‘Born Globals’ (BGs) have now been studied for over a decade and yet the conceptualizations and theory development are at an initial phase. This article was written to clarify the definition of a BG firm, and focus on its characteristics. BGs deviate considerably when contrasted with traditional internationalizing Small to Medium-Sized Enterprises (SMEs). Most importantly their vision is global, they have global products which are of unique and specialized nature, and they have accelerated internationalization capability from inception.

Transformational team‐building across cultural boundaries: A case focusing on the key paradigm of leadership styles

Purpose – In a world‐wide environment strongly influenced by the issues and perspectives of globalization, internationally‐based business firms must be focused on transformational leadership team‐building across the cultural boundaries with which they are involved. The purpose of this paper is to juxtapose the leadership dimensions and national culture dimensions, and particularly to explore one aspect of that transformational leadership team‐building process, the application of the key paradigm of leadership style balance and support within the parameters of an operational team.Design/methodology/approach – Based on a literature review the paper identifies four basic leadership styles, the strengths and weaknesses of each of the styles are identified, communication preferences are discussed, primary back‐up styles that come into focus due to high levels of stress are analyzed, and the all‐important skill of style flex is described. These dimensions will be examined in association with the case of UnitedT...

The role of branded retail in manufacturers' international strategy

Purpose – The purpose of this paper is to clarify the different roles and implications of a manufacturers branded retail operations on its international strategy. The roles are analyzed through two dimensions, brand strength and the role of branded retail as a sales channel.Design/methodology/approach – A multiple case study approach is used to look at the international development of branded retail in four companies, LEGO, Nokia, Iittala and H & M.Findings – This study finds that there are at least two approaches to implementing branded retail strategy internationally that can be and often are overlapping. Emphasis on branding appears to be important in both approaches. However, the role of the branded retail as a direct sales channel differs between the case companies. The paper discusses and demonstrates the importance and role of branded retail for companies not generally seen as retailers, from both sales and brand management perspectives.Originality/value – The paper contributes by narrowing the ev...

Developing the Global Management Team: A new Paradigm of Key Leadership Perspectives

Purpose – Because of globalization, an increased focus on more effective team‐building has become a greater priority. The purpose of this paper is to suggest and describe a new paradigm of key leadership perspectives that is of major importance and value to this effort.Design/methodology/approach – This paper is based on extensive research by the authors regarding the leadership perspectives global managers consider to be of major importance in the team‐building that has helped them achieve success.Findings – The key leadership perspectives are: paradoxical thinking that nurtures understanding based upon use of both hemispheres of the brain; controlled reflecting that fosters reactions based on internal self‐talk rather than external events; intentional focusing that facilitates the ability to be centered on expected outcomes; instinctive responding that cultivates the ability to recognize and use intuitive impulses; inclusive behaving that nurtures actions based upon a concern for the whole; purposeful t...

Survival and Failure of Born Globals: The Case of Software Firms

(Sapienza et al., 2006; Mudambi and Zahra, 2007). This aspect is important since only those that survive can benefit their national economies. As they move toward ‘adulthood’, born globals face three risks: (a) they do not succeed in growing beyond their initial phase and hence become more like traditional internationalizing firms; (b) they run into financial problems and are acquired by a larger firm; or (c) they go bankrupt. Hence, the objective of this chapter is to understand (i) what born globals become after their early international growth period and (ii) the extent to which this trajectory is influenced by the age at which the foreign business began, and the resources, capabilities and lateral rigidity of the firm and its founder.

Factors explaining success in the Internationalization of Finnish small- and medium-sized Design companies

The aim of this paper is to examine whether Finnish design companies can use design as a source of competitive advantage in their internationalization process and what other competitive elements are essential. One of the central findings of this research was that many of the small and medium-sized firms in the Finnish design industry could even attain a leading position in the Western European market and remain highly profitable at the same time. The simultaneous, balanced enhancement of internal efficiency and external effectiveness, guided by a strategy of internationalization, can be seen as the cornerstone of success. Another key point was that the companies studied had achieved their strong position in the international market through specialization and carefully targeted choices. Within the internationally successful companies, design has been a part of the overall business strategy, serving as a tool for market-specific adaptation and differentiation in the provision of products and services. Properly used, design also supported the aims of internal efficiency. We conclude by suggesting the extension of the research to other similar countries to validate the preliminary results found in the Finnish design industry.