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The role of decision-making logic and network relationships in internationalization: a case study

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Bibliographic Details
Title: The role of decision-making logic and network relationships in internationalization: a case study
Authors: Tiia, Vissak, FRANCIONI, BARBARA
Publisher Information: 2017.
Publication Year: 2017
Subject Terms: internationalization, effectual logic, causal logic, business networks, de-internationalization, re-internationalization, nonlinear internationalization
Description: This case study paper aims to contribute to internationalization and effectuation literature by finding out how the choice of decision-making logic and the use of network relationships affected the internationalization of CAC (Cooperativa Agricola Campo: an Italian cooperative producing and distributing bio-products). It shows that in the past, CAC entered most foreign markets after it received orders via its network relationships, and it also found several new partners at trade fairs. Moreover, it relied to some extent on unsolicited export orders. Network relationships, orders received at trade fairs, and unsolicited orders have been also important for its re-entries to several markets. CAC’s managers have used both effectual and causal logic during the firm’s internationalization, but in recent years, their logic has turned more causal. Overall, despite experiencing some drawbacks (for instance, some problems with its partners), the firm’s internationalization can be considered successful.
Document Type: Conference object
Language: English
Access URL: https://hdl.handle.net/11576/2650843
Accession Number: edsair.od......3656..910109429696f6c195adc8b9e9e8f7f2
Database: OpenAIRE
Description
Abstract:This case study paper aims to contribute to internationalization and effectuation literature by finding out how the choice of decision-making logic and the use of network relationships affected the internationalization of CAC (Cooperativa Agricola Campo: an Italian cooperative producing and distributing bio-products). It shows that in the past, CAC entered most foreign markets after it received orders via its network relationships, and it also found several new partners at trade fairs. Moreover, it relied to some extent on unsolicited export orders. Network relationships, orders received at trade fairs, and unsolicited orders have been also important for its re-entries to several markets. CAC’s managers have used both effectual and causal logic during the firm’s internationalization, but in recent years, their logic has turned more causal. Overall, despite experiencing some drawbacks (for instance, some problems with its partners), the firm’s internationalization can be considered successful.