This paper explores the dynamics of social capital in 121 new foreign market entries (FMEs) of 24 Swedish and New Zealand small- to medium-sized enterprises in the early and later phases of their internationalization. Its main contribution is the systematic assessment of the roles and forms of...

Chetty S. and Agndal H. Role of inter-organizational networks and interpersonal networks in an industrial district, Regional Studies. This paper uses the network perspective to examine the role of interpersonal (relationships between individuals) and inter-organizational (relationships between...

Purpose – The literature on activity-based costing (ABC) that deals with the allocation of indirect purchasing costs primarily draws on a transactional approach to purchasing. This presents a problem, since a large share of purchasing takes place within relationships. The purpose of this paper...

This report presents an overview of 263 articles dealing with business negotiations. Firstly, some general trends in business negotiation research are identified. Secondly, a number of research topics are discussed in greater detail, based on a model of negotiation research. This model focuses...

Based on a study of a buyer-seller relationship in the automotive industry, this article identifies 17 different decision-making processes where openly sharing cost data--a so-called open books policy--plays an important supporting role. These processes relate to supplier selection, various...

How do firms use business networks when they internationalise? To answer this question, a longitudinal case study of four manufacturing firms in a small open economy such as New Zealand is used. This paper includes a dynamic element in the study of internationalisation by using Johanson and...

Learning about foreign markets often occurs through collaboration with other firms who have this knowledge. In this paper, we focus on one aspect of foreign market knowledge, which is the knowledge a partner in a dyadic relationship, has of the other partner and of their respective business...

To better manage and understand the speed at which firms internationalize, managers and scholars need an appropriate conceptualization and a reliable and valid measure of speed of internationalization. The literature, however, adopts a limited temporal perspective and usually conceptualizes and...

We examine how software international entrepreneurs in Iceland use online social network sites to develop and harness their network relationships. To study these relationships, we use a combination of participant observation on LinkedIn and open ended face-to-face interviews. The framework for...

Numerous studies have identified various patterns of behaviour by firms developing international business relationships, but little attention has been devoted to empirical studies of the dynamic processes within these international business relationships. This paper contributes towards a better...