Importance of networks in the USA industrial auctioneers' market : case of Trade Machines FI GmbH
1University of Oulu, Oulu Business School, Department of Management and International Business, International Business
|Online Access:||PDF Full Text (PDF, 2.1 MB)|
|Persistent link:|| http://urn.fi/URN:NBN:fi:oulu-201506111835
|Publish Date:|| 2015-06-15
|Thesis type:||Master's thesis
Many scholars agree that networks play an important role for company’s internationalization and its speed. International New Ventures (INVs) are among those companies which utilize networks for successful market entry as soon as they are often lacking certain resources and knowledge themselves to which networks can grant access. The goal of the current Master’s Thesis was to analyze the influence of networks on small company’s internationalization in a market specific context – market of industrial auctioneers. The context of the study chosen is not given enough attention by internationalization scholars and, thus, this work deals with a novel topic. Research method chosen for conducting this research was qualitative which allowed using semi-structured interviews as mean of data gathering. At the same time research was structured in a way that primary data was collected through interviewing the case company and it was supported by four interviews with managers of companies operating in auctioning sector. It provided certain reliability of data and lessened the subjectivity of results. Topic of interviews were designed according to the theories covered in the first chapters, however, due to different means of conducting them (face-to-face, phone and email) questions as it is allowed by semi-structured interviews had certain differences, but kept the same pattern. The data received through semi-structured interviews has been analyzed according to separate topics designed in theoretical and methodological parts. The outcomes of the study have proved the high importance of networks within the industrial auctioneers’ market, where reputation and previous recommendations can secure a competitive position in the market. However, even though interviewees claimed that networks play one of the highest roles in the market, they underlined the importance of other factors like advanced technology and new knowledge for success in link building with auctioneers. At the end of the study there were provided managerial implications based on the results of empirical analysis. The main result of the study and its theoretical contribution was a connection of network approach and internationalization of INVs into the context market of industrial auctions which has not been given attention before.
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