Role Of Network Relationships Research Articles

Beyond Project Closure: Why Some Business Relationships Recur in Subsequent Projects

While a project design provides several managerial advantages within the project life cycle, there are numerous challenges regarding its long-term effects. The aim of this article is to increase our knowledge on the continuity aspect of the project form of organizing, and especially the recurrence of project-based business relationships in subsequent projects. Focusing on the role of network relationships in leveraging between projects, we investigate the reasons for relationship recurrence. Based on a longitudinal case study of three construction projects, our results show that in addition to terminated and dormant relationships after project closure there are recurring relationships, which, unlike the others, do not need reactivation.

The role of network relationships in small wineries’ internationalization

PurposeThis paper aims to examine the role of tourist-generated and other network relationships in small Italian wineries’ internationalization.Design/methodology/approachIt is based on 14 cases of which four are discussed in detail. All 14 cases are summarized in two tables and analyzed in the Discussion section.FindingsMost firms did not pre-plan their foreign activities. International wine tourism was a major source for creating the contacts necessary for their internationalization: they created relationships/networks in tourists’ home markets and, as a result, expanded there either through selling directly to tourists or to the importers they recommended. In addition, they relied on contacts created at trade fairs or by friends/relatives. Some internationalization attempts failed, as the firms were passive and lacked long-term strategic plans. Thus, these producers have not fully realized the potential of wine tourists’ contacts and other network relationships in their internationalization.Originality/valueIt shows how wineries benefited from tourists’ networks and other co-operative relationships and how, as a result, they started exporting, but also which problems they faced. These topics have not received considerable research attention yet.

Small Italian wine producers’ internationalization: The role of network relationships in the emergence of late starters

This paper aims to examine how network relationships influenced the internationalization of small Italian wine producers characterized as late starters. It is based on four cases. It shows that foreign tourists helped these firms to expand internationally: they identified business opportunities, suggested firms to contact importers, contacted importers themselves to get access to the same wine in their home country or provided foreign market knowledge. Thus, small wine producers should pay more attention to attracting tourists and creating network relationship with them. Several other network relationships − for instance, with friends and relatives, Italian expatriates and other business partners − also advanced the case firms’ internationalization. Moreover, they were affected by lack of time and resources, language barriers and other factors. Thus, all these aspects also need managers’ attention. Furthermore, they should take a more strategic approach towards internationalization and understand that not all internationalization attempts succeed or result in continuous orders.

The role of network relationships and social capital in foreign market entries of high tech INVs

The dynamic aspect of social capital is a very promising topic for research in the field of International Entrepreneurship. There are some firms that internationalize rapidly and at a very early stage the so-called International New Ventures (INVs). The purpose of this article is to understand and explain how the three different roles of social capital, efficacy role, serendipity role and liability role influence early and later international market entries of nine Scottish and Greek high technology SMEs. The different roles of social capital are not clearly defined in the current literature. We found that the efficacy role played an important role to both early and later foreign market entries. The serendipity role of social capital occurred more times in Asian markets where the examined firms had very limited network relationships. The liability role was the less frequent observed role of social capital. We also found that Greek and Scottish entrepreneurs have different educational background.

The Role of Market Embeddedness in Market Scanning and Marketing Competence

This study uses the social network paradigm to examine how small business network relationships influence the flow of local business information, and whether the ability to obtain relevant, timely and accurate information leads to increased levels of marketing competence. One hundred nineteen retail store owners were surveyed to look at the role of network relationships in market scanning. The study found that retailers who had strong network relationships characterized by high levels of social capital perceived information from these networks to be more relevant, accurate and timely. Although marketing competence was related to performance, obtaining quality information about the market did not lead to the development of distinctive capabilities. More attention to networking and market research skills may help small retailers create and sustain a competitive advantage.

Internationalization of knowledge-intensive SMEs: The role of network relationships in the entry to a psychically distant market

Abstract Current research emphasizes the role of extant network relationships in the international development of small- and medium-sized enterprises (SMEs). Inevitably, these relationships are there, most likely, to provide linkages with and facilitate entry into psychically and geographically close markets. But what of firms entering psychically distant markets, for strategic reasons, as is usually the case with knowledge-intensive SMEs? Will existing network relationships remain important, and will they operate in a similar way. In this exploratory case study, in which eight Finnish software SMEs enter the Japanese market, the decision to enter these markets is found to be for strategic reasons rather than in order to follow network relationships. In addition, the way to enter these markets is not seen influenced by extant business relationships. It seems more reasonable to argue that the important relationships were actively utilized or developed to achieve the market entry, and were, in many cases, mediated relationships with non-profit government-owned consulting firms.

Professional service firms entering emerging markets: the role of network relationships

PurposeThe purpose of this paper is to identify key barriers to internationalisation in emerging markets (EMs) for professional service firms (PSFs) from developed markets and to explain how PSFs use social networks to participate within EMs of Asia and overcome these barriers. The paper aims to provide a framework of this process.Design/methodology/approachA case‐based research design is used to explore key professional service industries (legal, media consulting and financial), providing three case studies, in a developed market (Australia) that are expanding rapidly into EMs (Thailand, Malaysia, and Vietnam) of Asia.FindingsThe elements of orientating, positioning and timing were identified as critical in the context of foreign entry, with the network perspective providing a useful theoretical explanation of this process and underpinning the conceptual framework. Key barriers to internationalisation in EMs for PSFs from developed markets are identified: face‐to‐face communication, language, cultural, work practices and government regulations. How PSFs use social networks to participate within EMs of Asia to overcome these barriers reveal that social network elements are critical to FME specifically into EMs: orientation, positioning and time.Research limitations/implicationsWhile the conceptual framework of key barriers and how PSF overcame them is theoretically supported by the findings, the framework could be tested more appropriately through an extended number of cases prior to a survey to provide generalizability.Practical implicationsSocial networks were used by managers of PSFs to secure market knowledge and to act as a basis for strategic decision making, with foreign network actors a key influence in the foreign market entry process.Originality/valueThe paper provides a framework for identifying key barriers to internationalisation in EMs for PSFs.

The Emergence and Success Factors of Fast Internationalizers

SUMMARY This paper aims to study the internationalization process of Estonian fast internationalizers and the reasons why they succeeded in entering several markets not only in Europe, but also in Asia and/or America. It starts with a review of the existing traditional internationalization, born global, foreign direct investment and network literature and brings out the differences between traditional (slowly, gradually internationalizing) and fast internationalizers (including born globals). Based on the literature review, it develops a conceptual framework, demonstrating the role of network relationships, business environment and companies' unique resources and capabilities on the emergence and further development of such enterprises. Then, after a methodology section, four cases (three from biotechnology, one from IT/publishing) are introduced. After the discussion of the results, some managerial and research implications are drawn.