Authors: Christopher Nailer
This paper explores the accelerated internationalisation of high-tech firms using an interaction frame in which the purchaser actively coaches the supplier. A conceptual model of the interactions between service-seeking purchasers and service-offering suppliers is developed that relates five kinds of interactions with a broader cycle of value anticipation and value realisation, applied to the context of cross-border business expansion. The interactions include learning (by the supplier), resource exchanges, joint activities, mutual adaptation and coaching (by the purchaser). Active coaching of the supplier firm by the purchaser is proposed as a new element accelerating the learning of the supplier firm and enabling it more rapidly to overcome the liabilities of newness and ‘outsider-ness’. Value anticipation is proposed as the motivation for interactions by both purchasers and suppliers and a reappraisal of value realisation is suggested as the mechanism through which interactions are either consolidated or weakened over repeat cycles. The conceptual model is tested with empirical data from case studies of three Australian software firms that expanded internationally.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2016
Conference: Poznan, Poland (2016)