The Accidental Internationalists: A Theory of Born Globals

19 Pages Posted: 14 Jan 2014

See all articles by Jean-François Hennart

Jean-François Hennart

Tilburg University - Tilburg University School of Economics and Management

Date Written: January 2014

Abstract

The distinguishing characteristic of international new ventures/born globals (INVs/BGs) is that they have foreign sales from the outset, or very quickly afterward. I argue that this is due to their business model. INVs/BGs sell to spatially dispersed customers distinctive niche products that incur low communication, transportation, and adaptation costs. In contrast to the firms described by the Uppsala model, selling to foreign customers does not require additional time or effort for INVs/BGs. Thus INVs/BGs can be seen as accidental internationalists.

Suggested Citation

Hennart, Jean-François, The Accidental Internationalists: A Theory of Born Globals (January 2014). Entrepreneurship Theory and Practice, Vol. 38, Issue 1, pp. 117-135, 2014, Available at SSRN: https://ssrn.com/abstract=2378648 or http://dx.doi.org/10.1111/etap.12076

Jean-François Hennart (Contact Author)

Tilburg University - Tilburg University School of Economics and Management ( email )

P.O. Box 90153
Tilburg, 5000 LE
Netherlands

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