How a coopetition-oriented mindset and competitive intensity drive coopetition behaviour to support export scale-up activities in a post-crisis environment

Ali Mahdi, David Crick, James M. Crick, Wadid Lamine and Martine Spence

International Journal of Entrepreneurship and Small Business, 2025, vol. 56, issue 1, 24-52

Abstract: This study unpacks the complexity of the relationship between a coopetition-oriented mindset, coopetition activities (collaboration with competitors), and competitive intensity. The research setting features passive exporting firms seeking to scale-up sales abroad in an immediate post-crisis period (after COVID-19). Following 20 field interviews, a survey of 306 under-resourced wine producers in the USA was utilised in the model testing stage. Findings evidence respective significant positive relationships between first, a coopetition-oriented mindset; second, competitive intensity, and engaging in coopetition activities. A non-significant moderation effect existed regarding competitive intensity on the coopetition-oriented mindset - coopetition activities relationship. The field interviews offer unique insights highlighting that pivoted coopetition practices in the move from a passive to active exporting involvement following a crisis can take time to achieve benefits. Not least, because decision-makers face new levels of competitive intensity across product-market strategies, affecting the nature of their coopetition partners.

Keywords: competitive intensity; coopetition; crisis; mindset; passive exporters; resource-based theory; scale-up. (search for similar items in EconPapers)
Date: 2025
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