The network perspective and the internationalization of small and medium sized software firms from Syria

Kevin Ibeh, Laila Kasem

Research output: Contribution to journalArticle

44 Citations (Scopus)

Abstract

This study has employed a case-based approach to explore the relevance of relational factors in explaining the internationalization of six software B2B SMEs from Syria. It contributes by providing rare empirical insights on the internationalization behavior of Middle Eastern SMEs and redressing, albeit slightly, the apparent research gap in the internationalization of knowledge-based SMEs from developing countries. Analysis results suggest the importance of the relational perspective in explaining the initial internationalization, market selection and internationalization speed of the investigated software firms. It emerged that the case firms either reacted to the cross-border opportunities offered by their relational contacts or proactively pursued overseas opportunities through existing and newly developed relationships. Their market entry decisions and internationalization pace also appear to have been influenced by these relationships. Both social and business networks were found to be important, but social ties seemed more influential at initial stages, with business networks becoming more dominant subsequently. The article concludes with appropriate recommendations for managerial decision making and future research.
LanguageEnglish
Pages358-367
Number of pages10
JournalIndustrial Marketing Management
Volume40
Issue number3
Early online date9 Sep 2010
DOIs
Publication statusPublished - Apr 2011

Fingerprint

Internationalization
Syria
Software
Small and medium-sized enterprises
Business networks
Market selection
Knowledge-based
Developing countries
Factors
Market entry
Cross-border
Social ties
Managerial decision making
Social networks

Keywords

  • internationalisation
  • SME's
  • small and medium enterprises
  • Syria
  • software firms

Cite this

@article{7722c571d3c84b3bafb488ed73937bad,
title = "The network perspective and the internationalization of small and medium sized software firms from Syria",
abstract = "This study has employed a case-based approach to explore the relevance of relational factors in explaining the internationalization of six software B2B SMEs from Syria. It contributes by providing rare empirical insights on the internationalization behavior of Middle Eastern SMEs and redressing, albeit slightly, the apparent research gap in the internationalization of knowledge-based SMEs from developing countries. Analysis results suggest the importance of the relational perspective in explaining the initial internationalization, market selection and internationalization speed of the investigated software firms. It emerged that the case firms either reacted to the cross-border opportunities offered by their relational contacts or proactively pursued overseas opportunities through existing and newly developed relationships. Their market entry decisions and internationalization pace also appear to have been influenced by these relationships. Both social and business networks were found to be important, but social ties seemed more influential at initial stages, with business networks becoming more dominant subsequently. The article concludes with appropriate recommendations for managerial decision making and future research.",
keywords = "internationalisation, SME's, small and medium enterprises, Syria, software firms",
author = "Kevin Ibeh and Laila Kasem",
year = "2011",
month = "4",
doi = "10.1016/j.indmarman.2010.08.004",
language = "English",
volume = "40",
pages = "358--367",
journal = "Industrial Marketing Management",
issn = "0019-8501",
number = "3",

}

The network perspective and the internationalization of small and medium sized software firms from Syria. / Ibeh, Kevin; Kasem, Laila.

In: Industrial Marketing Management, Vol. 40, No. 3, 04.2011, p. 358-367.

Research output: Contribution to journalArticle

TY - JOUR

T1 - The network perspective and the internationalization of small and medium sized software firms from Syria

AU - Ibeh, Kevin

AU - Kasem, Laila

PY - 2011/4

Y1 - 2011/4

N2 - This study has employed a case-based approach to explore the relevance of relational factors in explaining the internationalization of six software B2B SMEs from Syria. It contributes by providing rare empirical insights on the internationalization behavior of Middle Eastern SMEs and redressing, albeit slightly, the apparent research gap in the internationalization of knowledge-based SMEs from developing countries. Analysis results suggest the importance of the relational perspective in explaining the initial internationalization, market selection and internationalization speed of the investigated software firms. It emerged that the case firms either reacted to the cross-border opportunities offered by their relational contacts or proactively pursued overseas opportunities through existing and newly developed relationships. Their market entry decisions and internationalization pace also appear to have been influenced by these relationships. Both social and business networks were found to be important, but social ties seemed more influential at initial stages, with business networks becoming more dominant subsequently. The article concludes with appropriate recommendations for managerial decision making and future research.

AB - This study has employed a case-based approach to explore the relevance of relational factors in explaining the internationalization of six software B2B SMEs from Syria. It contributes by providing rare empirical insights on the internationalization behavior of Middle Eastern SMEs and redressing, albeit slightly, the apparent research gap in the internationalization of knowledge-based SMEs from developing countries. Analysis results suggest the importance of the relational perspective in explaining the initial internationalization, market selection and internationalization speed of the investigated software firms. It emerged that the case firms either reacted to the cross-border opportunities offered by their relational contacts or proactively pursued overseas opportunities through existing and newly developed relationships. Their market entry decisions and internationalization pace also appear to have been influenced by these relationships. Both social and business networks were found to be important, but social ties seemed more influential at initial stages, with business networks becoming more dominant subsequently. The article concludes with appropriate recommendations for managerial decision making and future research.

KW - internationalisation

KW - SME's

KW - small and medium enterprises

KW - Syria

KW - software firms

UR - http://www.scopus.com/inward/record.url?scp=79952533234&partnerID=8YFLogxK

U2 - 10.1016/j.indmarman.2010.08.004

DO - 10.1016/j.indmarman.2010.08.004

M3 - Article

VL - 40

SP - 358

EP - 367

JO - Industrial Marketing Management

T2 - Industrial Marketing Management

JF - Industrial Marketing Management

SN - 0019-8501

IS - 3

ER -