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  • 1.
    Laurell, Hélène
    Halmstad University, School of Business, Engineering and Science, Centre for Innovation, Entrepreneurship and Learning Research (CIEL), Centre for International Marketing and Entrepreneurship Research (CIMER).
    An international new venture’s commercialization of a medical technology innovation: The role of institutional healthcare settings2018In: International Marketing Review, ISSN 0265-1335, E-ISSN 1758-6763, Vol. 35, no 1, p. 136-163Article in journal (Refereed)
    Abstract [en]

    Purpose: The purpose of this paper is to explore how different country-specific institutional healthcare settings affect an international new venture’s (INV’s) selling strategies and internationalization process when commercializing a medical technology innovation.

    Design/methodology/approach: The study is based on a longitudinal in-depth case study approach with a comparative healthcare analysis in Sweden, UK, Germany and the USA.

    Findings: An institutional framework helps elucidate the regulative, normative and cultural-cognitive dimensions in different healthcare settings. National markets differ when operating in a healthcare setting and thus affect both sales patterns and the internationalization process. In this study, three different sales patterns emerged from the countries’ and even regions’ distinctive institutional differences. Although the actual internationalization process starts from the INV’s inception, the subsequent internationalization process was both slow and focused due to institutional diversity and complexity.

    Practical implications: Every nation has its own unique healthcare structure, indicating the importance of choosing markets that facilitate a swift uptake of a specific medical technology innovation. Commercializing a medical technology innovation in different country-specific healthcare settings is a lengthy, complex and costly process, especially if new behaviors and routines need to be created.

    Originality/value: The paper contributes to the international entrepreneurship-marketing interface by developing an analytical framework for understanding country differences in relation to regulative, normative and culture-cognitive dimensions and by advancing six propositions related to the role of institutional healthcare settings and their impact on INVs’ sales patterns and internationalization processes. © 2018, Emerald Publishing Limited.

  • 2.
    Payan, Janice M.
    et al.
    University of Northern Colorado, Greeley, USA.
    Svensson, Göran
    Oslo School of Management, Norway.
    Awuah, Gabriel
    Halmstad University, School of Business and Engineering (SET), Centre for Innovation, Entrepreneurship and Learning Research (CIEL), Centre for Technology, Innovation and Marketing Management (CTIM2).
    Andersson, Svante
    Halmstad University, School of Business and Engineering (SET), Centre for Innovation, Entrepreneurship and Learning Research (CIEL), Centre for Technology, Innovation and Marketing Management (CTIM2).
    Hair, Joe
    Kennesaw State University, USA.
    A  "cross-cultural RELQUAL-scale" in supplier-distributor relationships of Sweden and USA2010In: International Marketing Review, ISSN 0265-1335, E-ISSN 1758-6763, Vol. 27, no 5, p. 541-561Article in journal (Refereed)
    Abstract [en]

    Purpose: The purpose of this paper is to develop a cross-cultural RELQUAL-scale in supplier-distributor relationships in Sweden and the USA. 

    Design/methodology/approach: The Swedish and US sampling frames consisted each of a random sample of 600 owners and managers of distribution firms of specialty tools and fasteners. A total of 161 usable surveys were returned from the US-survey, for a response rate of 27 percent, while 121 usable surveys were returned from the Swedish survey, for a response rate of 20 percent. An overall response rate of 24 percent was achieved across both countries. 

    Findings: The paper provides support for the dimensional distinctiveness of cooperation, coordination, specific assets, satisfaction, trust, and commitment. Four of the dimensions are reflective of relationship quality or the "cross-cultural RELQUAL-scale" (cooperation, coordination, trust, and commitment) and relationship quality was found to be associated with relationship-satisfaction with suppliers. A test of metric invariance confirmed the RELQUAL-scale is appropriate for cross-cultural research. 

    Research limitations/implications: Examining the tested in other industrial and cultural contexts and countries in other inter-organizational settings could help establish the generality of findings beyond Sweden and the USA and that beyond the context of the distributor-supplier relationship of fasteners and specialty tools. Practical implications The "cross-cultural RELQUAL-scale" is of interest to business practice as it provides a structure of dimensions to be considered in the organizational effort of maintaining satisfactory levels of relationship quality with suppliers. 

    Originality/value: The paper focuses on two different cultural contexts, which is an approach rarely seen in inter-organizational research. The focal constructs are frequently included in inter-organizational research, but have previously not been included in the same empirical study of RELQUAL.

  • 3.
    Ryan, Paul
    et al.
    Trinity College, Dublin, Ireland.
    Evers, Natasha
    National University of Ireland, Galway, Ireland.
    Smith, Adele
    Maynooth University, Maynooth, Ireland.
    Andersson, Svante
    Halmstad University, School of Business, Engineering and Science, Centre for Innovation, Entrepreneurship and Learning Research (CIEL), Centre for International Marketing and Entrepreneurship Research (CIMER).
    Local horizontal network membership for accelerated global market reach2019In: International Marketing Review, ISSN 0265-1335, E-ISSN 1758-6763, Vol. 36, no 1, p. 6-30Article in journal (Refereed)
    Abstract [en]

    Purpose – The purpose of this paper is to explain how some born global firms can leverage the rich social capital in their local (home country) horizontal network for accelerated international market entry and growth. Horizontal networks warrant separate attention from their vertical counterparts, which, along with those focussed on external international contexts, dominate most network studies in the realm of born global research.

    Design/methodology/approach – The study utilises a multi-level qualitative approach in the study of a multi-firm population of animators in Ireland that, due to the small domestic market for their product, needed to pursue global customers from inception. The case study domain was purposely selected as a critical exemplar of a local horizontal network operating in a highly globalised industry. The authors collected data through in-depth interviews with 16 company founders. This primary interview data were complemented by interviews with staff at the apposite industry association and triangulated with secondary data on the local and global industry conditions, members’ international successes and awards.

    Findings – The results demonstrate how active membership of a local horizontal network can be leveraged for the acquisition of international market knowledge and customers for born global ventures. This arises from the sharing of collective market knowledge and communal global customer information within the network to mutual benefit.

    Originality/value – Although limited by the specific conditions in this highly globalised, non-competitiveindustry context, this study is unique in that it finds that cooperative interpersonal and inter-firm relationships embedded in a local horizontal social network, and mediated in part by an institutional support actor, emerge as important levers for a born global’s accelerated acquisition of foreign market knowledge and of global customers. © 2018, Emerald Publishing Limited.

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