The Accidental Internationalists: A Theory of Born Globals

Jean François Hennart*

*Corresponding author for this work

Research output: Contribution to journalArticle

103 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)117-135
Number of pages19
JournalEntrepreneurship: Theory and Practice
Volume38
Issue number1
DOIs
Publication statusPublished - 01 Jan 2014

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics

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