Title

Accessing International Markets: how Professional Service Firms Internationalise

Document Type

Conference Paper

Rights

This item is available under a Creative Commons License for non-commercial use only

Disciplines

5.2 ECONOMICS AND BUSINESS

Publication Details

Presented as competitive paper at UNCTAD Conference Reading 2013

Abstract

Professional service firms (“PSFs”) increasingly rely on internationalisation to drive their growth strategy. Their professional reputation and networks of relationships are critical due to the high knowledge complexity of their services. Yet international business process theory, while identifying learning as the critical tool for addressing foreign market risk, provides little insight into how PSFs build relationships and reputation for internationalisation. Our qualitative multiple case research study of the PSF internationalisation process identifies phases of interplay between learning, relationship and reputation building. These findings extend international business process theory by revealing the role of reputation and relationship building during the internationalisation process and contribute to our understanding of how PSFs build international networks and develop their reputations.

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