DOI: 10.5176/2251-2098_EMG17.17

Authors: Mónica Clavel San Emeterio, Rubén Fernández-Ortiz, Emma Juaneda-Ayensa, Cristina Olarte-Pascual

Abstract:  For decades, researchers have studied internationalization from different perspectives and under different theories such as Uppsala theory or the International New Venture or Born Global. However, there have been few studies that have considered both theories in depth from a holistic point of view to analyze the effects that relational resources can have in determining the gradualness of the internationalization processes and being able to analyze the differences in the set of resources and capabilities between traditional companies and born global companies. The objective of this work is to identify the effect that the relational resources have in the process followed by the companies for the development of the internationalization strategy of a more or less gradual form and to determine if that effect is different for born global companies. The application of partial least squares analysis (PLS) to a sample of 185 exporting companies belonging to the Spanish wine sector show on the one hand the existence of a relationship between relational resources and the gradualness with which companies go abroad and on the other side the existence of significant differences when these relational resources are analyzed in two different companies’ profiles: born global companies and traditional companies.

Keywords: component; internationalization; born global; moderator effect; relational resources

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