TY - JOUR
T1 - How innovation intermediaries support start-up internationalization
T2 - a relational proximity perspective
AU - Schepis, Daniel
PY - 2020/9/24
Y1 - 2020/9/24
N2 - Purpose: This paper aims to examine how innovation intermediary activities increase relational proximity between start-ups and foreign partners to support start-up internationalization. Design/methodology/approach: The paper applies a case study methodology to examine an international network of innovation intermediaries in the resources sector. Interviews were conducted with 59 start-ups, corporate and intermediary managers in four countries, supplemented by secondary data. A two-stage analysis process was performed to first identify activities relating to start-up internationalization and then apply a theoretically derived coding framework based on five proximity dimensions. Findings: The case identifies several innovation intermediary activities, which facilitate relationship development between start-ups and partners in new markets. Findings outline how activities increase relational proximity across different dimensions, while also indicating a number of interrelations between dimensions, given the complexity of international business relationships. Originality/value: This paper establishes interdisciplinary bridges between business networks, international business and economic geography perspectives. It provides a valuable empirical foundation for relational proximity, demonstrating its application to understanding start-up internationalization and its influence by intermediary-led activities.
AB - Purpose: This paper aims to examine how innovation intermediary activities increase relational proximity between start-ups and foreign partners to support start-up internationalization. Design/methodology/approach: The paper applies a case study methodology to examine an international network of innovation intermediaries in the resources sector. Interviews were conducted with 59 start-ups, corporate and intermediary managers in four countries, supplemented by secondary data. A two-stage analysis process was performed to first identify activities relating to start-up internationalization and then apply a theoretically derived coding framework based on five proximity dimensions. Findings: The case identifies several innovation intermediary activities, which facilitate relationship development between start-ups and partners in new markets. Findings outline how activities increase relational proximity across different dimensions, while also indicating a number of interrelations between dimensions, given the complexity of international business relationships. Originality/value: This paper establishes interdisciplinary bridges between business networks, international business and economic geography perspectives. It provides a valuable empirical foundation for relational proximity, demonstrating its application to understanding start-up internationalization and its influence by intermediary-led activities.
KW - B2B relationships
KW - Business-to-business marketing
KW - Buyer–seller relationships
KW - Innovation
KW - Intermediaries
KW - International business
KW - Networks
KW - Relational proximity
KW - Start-up internationalization
UR - http://www.scopus.com/inward/record.url?scp=85091307192&partnerID=8YFLogxK
U2 - 10.1108/JBIM-05-2019-0242
DO - 10.1108/JBIM-05-2019-0242
M3 - Article
AN - SCOPUS:85091307192
JO - Journal of Business & Industrial Marketing
JF - Journal of Business & Industrial Marketing
SN - 0885-8624
ER -