The network surrounding a firm's foreign clients has large influence on its ability to act in the market. How firms can utilize the knowledge supplied by client networks is therefore of great importance to their business with clients. Many studies show the usefulness of foreign clients and...

Because networks are a growing mode of doing business, internationalizing firms need to understand how they can use experiential knowledge of networks. In the context of organizational learning theory, we discuss in this article the perceived usefulness of network experiential knowledge, its...

The realization of relationship marketing requires cooperative exchange between buyers and sellers. A key determinant of cooperative exchange is uncertainty perceived by the cooperating parties. This study investigates how cooperation is affected by decision makers’ perception of uncertainties...

This paper is based on behavioral theory on internationalization, examining the effect of firms operations in the domestic market on experiential knowledge development in the internationalization of the firm. Five hypotheses are developed on the effects of business operations in the domestic...

This paper attempts to make a contribution to the theory of development of the internationalization process of Born Globals. We propose that models emphasizing knowledge and networks are suitable for this purpose. The findings show that Born Globals possess international market knowledge before...

The service industry firms are increasingly engaged in international operations. The significance of international marketing of services is increasing. It is being recognized that forming relationships with the customers is important to sell professional services. The existing service marketing...

In recent years a number of host governments have declared their intention to liberalize their industrial policies toward transnational corporations (TNCs). Taking India as an example. economic liberalization is defined here as an industrial policy implementation issue, and is studied with...

This paper explores distinctive marketing knowledge of subsidiaries as an important resource contributing to the performance of the multinational corporation (MNC). Two different paths are analyzed. The first is the direct effect of the usage of subsidiary marketing knowledge on the perceived...