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...

This article deals with three important matters concerning the growth of internationalising/globalising firms from Lesser Developed Countries (LDC) and newly industrialising countries. One is the development of the optimal international/global expansion path for such firms, two is the question...

Purpose: The purpose of this paper is to explore how business-to-business (B2B), intercultural, interpersonal salesperson–customer relationships develop using the lens of identity management theory (IMT; Imahori and Cupach, 2005). Design/methodology/approach: The research uses qualitative...

This impressive Handbook provides a dynamic perspective on the development of successful born global firms, including evolutionary phases and pathways of growth, emergence of entire born global industries, role of founders’ linkages, experience, culture and training, as well as collaboration...