Networking Capability And 'Born Global' Exporters

Abstract

This paper broadens the boundaries of international marketing, working at the interface of marketing and international business addressing the role of networking capability in the 'born global' firm. A special breed of small firms, 'born globals' are operationally defined as exporting within the first three years and deriving at least 25 percent of the sales income from exporting. Drawing on six exemplar case studies this research identifies the role of fundamental and secondary networking capabilities, how networking capability enables identification and exploitation of market opportunities, facilitates the development of knowledge intensive products and firm international market performance. Implications of findings and future research direction are discussed.