Abstract
Given the paucity of research on network outcomes (i.e. network ties as the dependent variable) and specific sources of social capital in studies on international new ventures (INVs), we ask: How does an internationalization-seeking new venture successfully forge a strong tie with a large MNE? Specifically, we identify ties with large multinational enterprises (MNEs) as an important but under-researched source of social capital for internationalization-seeking start-ups – in other words, aspiring INVs. Based on an inductive longitudinal case-study in Bangalore, India, our central argument is that an aspiring INV could build and leverage valuable MNE links through the interplay between their network actions and uncertainty reduction, which are engendered by the clarity of its strategic intent. Specifically, we identify the combined effects of network broadening actions and egocentric uncertainty reduction as potentially leading to the formation of an optimal partnering relationship with an MNE subsidiary. ...
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