Network development and firm growth: A resource-based study of B2B Born Globals

• Published in: Industrial marketing management 2013-07, Vol.42 (5), p.792-804
• Main Authors: Sepulveda, Fabian, Gabrielsson, Mika
• Format: Article
• Language: English
• Subjects: Born Global; Business growth; Business to business commerce; Business-to-Business; Economic analysis; Entrepreneurs; Entrepreneurship; Firm value; International New Venture; Marketing research; Networks; Organization theory; Organizational behaviour; Small and medium sized enterprises; Social networks; Strategic resources; Studies
• ISSN: 0019-8501; 1873-2062
• DOI: 10.1016/j.indmarman.2013.01.001

Using multiple case studies, we explore how Born Global networks develop as the firm's internal resources grow. Building on networks and entrepreneurship research, we develop a theoretical framework and advance five propositions that link resource development and entrepreneurial orientation to network content, structure, centrality, and management. We also explore the benefits that Born Globals gain from this development. Key findings include: resource accumulation and network development have a strong relationship while network content becomes increasingly strategic; strong entrepreneurial orientation coincides with calculative network management; network benefits are not always advantageous to the firms. This study makes empirical contributions to Born Global and Networks research in the context of Business-to-Business firms, and provides practical implications for Entrepreneurs and Born Global managers. ► We explore how Born Global networks develop as the firm's internal resources grow and the related benefits that result. ► We find that resource growth and network development are strongly linked as network content becomes increasingly strategic. ► We also find that network benefits arising from the investigated relationships are not always advantageous to the firms. ► Our findings make three particular academic contributions and also have positive managerial implications. ► Managers of B2B Born Globals can use our findings in their efforts to develop their networks into a competitive advantage.