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Accessing International Markets: how Professional Service Firms Internationalise
McQuillan, Deirdre; Sharkey Scott, Pamela; Mangematin, Vincent
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.
Keyword(s): internationalisaton process; professional service firms; creative industries; reputation; Business
Publication Date:
Type: Conference item
Peer-Reviewed: Unknown
Contributor(s): Dr. Pamela Sharkey Scott
Institution: Dublin Institute of Technology
Citation(s): Conference papers
Publisher(s): Dublin Institute of Technology
File Format(s): application/vnd.openxmlformats-officedocument.presentationml.presentation
First Indexed: 2013-10-24 06:05:07 Last Updated: 2017-12-14 06:53:00