A longitudinal perspective of the determinants of B2B service firms' internationalisation performance

Khan, Huda and Sardana, Deepak and Gupta, Narain and Lee, Richard and Zhu, Ying and Jain, Anshul (2024) A longitudinal perspective of the determinants of B2B service firms' internationalisation performance. Industrial Marketing Management, 123. pp. 173-187. ISSN 0019-8501

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Abstract

Institutional theory suggests that organisational legitimacy comes from complying with the normative, and even possibly coercive, pressure in politically distance environment. It also takes the view that organisations may face mimetic pressure to adopt the expansion scope of other successful firms. However, it remains unclear regarding how the long-term growth of B2B service firms may be explained by these two macro-level variables (political distance and scope of internationlisation), as well as their interactions with firm size. Drawing on institutional theory, we analysed extensive secondary data across a total of 589 B2B service firms in 45 countries over a period of 21 years (2001 to 2021). Our findings show that, compared to small firms, increasing the scope of internationalisation brings more revenue growth to large firms. While firms of all sizes would benefit by deriving more revenue share from countries with small political distance, large firms are more susceptible than small firms in countries with large political distance, especially in host countries where they derive a greater share of international revenue. With politically distant countries, a key implication for B2B marketing is that firms would need to develop dynamic and adaptive marketing-mix strategies in order to be resilient and competitive.

Item Type:	Article
Identification Number:	10.1016/j.indmarman.2024.10.002
Dates:	Date Event 2 October 2024 Accepted 18 October 2024 Published Online
Uncontrolled Keywords:	B2B services, scope of internationalisation, demand dispersion, political distance
Subjects:	CAH17 - business and management > CAH17-01 - business and management > CAH17-01-04 - management studies
Divisions:	Faculty of Business, Law and Social Sciences > Graduate School of Management
Depositing User:	Gemma Tonks
Date Deposited:	23 Oct 2024 15:03
Last Modified:	23 Oct 2024 15:03
URI:	https://www.open-access.bcu.ac.uk/id/eprint/15932

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