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 language | English |
|---|---|
| Pages (from-to) | 117-135 |
| Number of pages | 19 |
| Journal | Entrepreneurship: Theory and Practice |
| Volume | 38 |
| Issue number | 1 |
| DOIs | |
| Publication status | Published - 01 Jan 2014 |
ASJC Scopus subject areas
- Business and International Management
- Economics and Econometrics
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Cite this
Hennart, J. F. (2014). The Accidental Internationalists: A Theory of Born Globals. Entrepreneurship: Theory and Practice, 38(1), 117-135. https://doi.org/10.1111/etap.12076