Partner Selection for International Marketing and Distribution in Corporate New Ventures

J. Varis (), O. Kuivalainen () and S. Saarenketo ()

Journal of International Entrepreneurship, 2005, vol. 3, issue 1, 19-36

Abstract: The software industry offers numerous options for a firm to arrange its international marketing activities. Although a prominent way to enter the international market is through co-operation, there is a limited amount of research regarding partner selection. The purpose of this paper is to explore how entrepreneurial corporate new ventures use partners in their international marketing. A representative case study is used to illustrate the partner selection and evaluation process in the software industry. Our findings indicate that small entrepreneurial firms can and should use partners in their internationalization. However, a more analytical approach to their selection is needed. Copyright Springer Science + Business Media, Inc. 2005

Keywords: partnering; partner selection; international entrepreneurship; corporate new ventures; software industry (search for similar items in EconPapers)
Date: 2005
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (12)

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DOI: 10.1007/s10843-005-0270-y

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