Expressions of Relationship Networking in International Entrepreneurship

Yákara Vasconcelos Pereira Leite (), Walter Fernando Araújo Moraes () and Viviane Santos Salazar ()
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Yákara Vasconcelos Pereira Leite: Universidade Federal Rural do Semi-árido (UFERSA)
Walter Fernando Araújo Moraes: Universidade Federal de Pernambuco (UFPE), Universidade Federal de Pernambuco, Centro de Ciências Sociais Aplicadas, Departamento de Ciências Administrativas
Viviane Santos Salazar: Universidade Federal de Pernambuco (UFPE)

Journal of International Entrepreneurship, 2016, vol. 14, issue 2, No 3, 213-238

Abstract: Abstract The role of networks is a major factor in the internationalization process for entrepreneurs. In this article, we analyze the influence of social networks in international entrepreneurship. We developed a multiple case study based on a qualitative perspective, selecting four fruit exporters from the Brazil’s semi-arid region and used a qualitative and longitudinal design. These firms are among the largest fruit exporters in Brazil. Content analysis was derived by examining organizational documents, bibliographical material, and semi-structured interviews with 30 managers and consultants. We used ATLAS.ti software to analyze the collected material. The major networks were formed with buyers and competitors, affording benefits such as trust and information; relationships were therefore formed in both vertical and horizontal directions. Consequently, and due to their influence on the internationalization process, social networks are considered a relevant subject in international entrepreneurship. Moreover, the expressions of social networking have interfaces with both the exploration of international opportunities and attitude towards risk, as well as the development of competitive features that are the fundamental dimensions of international entrepreneurship. The results reveal that social networks are fundamental to entrepreneurs’ businesses and are strategic for their development and maintenance. Recognition of such role of these networks in international entrepreneurship is the main contribution of this paper.

Keywords: International entrepreneurship; Social networks; Entrepreneurs; Networks; El espíritu empresarial internacional; Red de relaciones; Empresario; La red (search for similar items in EconPapers)
JEL-codes: M1 (search for similar items in EconPapers)
Date: 2016
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Citations: View citations in EconPapers (7)

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DOI: 10.1007/s10843-016-0166-z

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