Exploring the crossroads between digital servitization and sustainability from a business marketing perspective

In this study, we explored the contingency effects of digital servitization enabled by Industry 4.0 technologies and sustainability from the perspective of businessto-business marketing relationships. Our in-depth analysis of an Italian company showed the extent to which digital servitization can improve customers’ sustainability profiles and could be a lever to address the servitization paradox. However, to capture this sustainability value, companies must transform their supplier–customer relationships. Customer relationship management emerged as a critical element in this sense, especially when highly innovative services were offered

Servitisation and performance in the business-to-business context: the moderating role of Industry 4.0 technologies

Purpose: This article aims to contribute to the digital servitisation literature by investigating the interrelations amongst Industry 4.0 technologies, servitisation and the performance of manufacturing small and medium-sized enterprises (SMEs). Design/methodology/approach: The research uses survey data drawn from 200 manufacturing SMEs operating in the metals and machinery sector in Italy. Findings: The study shows that Industry 4.0 technologies – Internet of Things (IoT), advanced simulation, cloud computing and Big Data Analytics (BDA) – positively moderate the relationship between servitisation and the performance of SMEs. Research limitations/implications: The study supports the need for firm managers of manufacturing SMEs to align servitisation and technological investments, suggesting that the synergic deployment of Industry 4.0 technologies supports servitisation performance. Practical implications: The study supports the need for firm managers operating in business-to-business contexts to align their technological investments and servitisation strategies, suggesting that the synergic deployment of these Industry 4.0 technologies empower the effectiveness of servitisation strategies in terms of performance achieved. Originality/value: The study highlights the moderating role played by specific Industry 4.0 technologies in the servitisation–performance relationship, opening avenues for future research exploring the mechanisms that underpin this complex relationship

International Opportunity Discovery of Born Global Firms: The Role of Institutions

The study sets out to investigate the international opportunity discovery process of born global firms embedded in two different institutional contexts: an emerging economy, China, and a developed country, Italy. Drawing on the opportunity-based view and institutional theory, the study explores and draws comparative insights into how home country institutions of born global firms can influence the international opportunity discovery process. Using a case study approach, we examine the international opportunity discovery process of six born global firms from China and Italy. The findings reveal that home institutions played an influential, yet, differentiating role on the international opportunity discovery processes of the Chinese and Italian firms. The institutional context of the Italian firms shaped their opportunity discoveries through product innovation, whereas their Chinese counterparts discovered opportunities mainly through networks embedded their home institutional context

International opportunity development of born global firms: The role of institutions

Purpose: The purpose of the study is to investigate the international opportunity development process of born global firms embedded in two different institutional contexts: China, an emerging economy, and Italy, a developed country. Drawing on the entrepreneurial opportunity literature and institutional theory, this study explores and draws insights into how home country institutions of born globals can influence the international opportunity development process of the firms. Design/Methodology/Approach: We adopt a qualitative case study approach with in-depth, semi-structured interviews of six born global companies from China and Italy. In doing so, we employ a flexible pattern matching design, which is consistent with the qualitative research design of the paper. Findings: The findings of the study indicate that home institutions play an influential, yet differential role on the international opportunity development processes of Chinese and Italian born global firms. While the Italian firms shape their opportunities mainly through product innovation, their Chinese counterparts develop opportunities primarily through networks embedded in their home institutional context. Originality: The key contributions of the paper relate to an integrated analysis of the international opportunity development process of born globals in China and Italy based on institutional theory, which has received limited attention in the International Entrepreneurship (IE) literature. In addition, our study advances the similarities and differences in the international opportunity development process in two different countries, thus providing valuable insights for policymakers and practitioners to enter international markets successfully

Investigations on the growth of early internationalizing firms

This dissertation presents investigations on the existence and growth of early internationalizing firms. The thesis is structured in essays. The first essay explores the evolution of early internationalization literature in the last decade, through a systematic review of articles published in leading journals on this topic. Emerged almost thirty years ago, the literature on early internationalization has evolved rapidly, rising the interest of both academics and policy makers. The article finally provides a thematic map serving as a starting point for academics approaching this issue. The second essay presents an exploratory qualitative research aimed at investigating the growth processes of six Italian manufacturing born globals. Among early internationalizing firms, born globals are young companies that enter foreign markets soon and rapidly increase their presence abroad. These companies have captured the interest of academics because they get the jump on larger, established players in the marketplace. The study provides several insights on how the success factors that influence the growth of these companies change during their lifecycles. The third and final essay examines the drivers of performance among a sample of Italian manufacturing exporting small and medium sized firms, by considering drivers at the individual, firm and strategic levels. Results show that internationally experienced founders, organizational marketing skills in international markets and an aggressive approach towards international markets drive companies to superior performances. Practical implications and future research directions are discussed.openDottorato di ricerca in Scienze aziendaliembargoed_20180417Romanello, Rubin

Alla ricerca dell'internazionalizzazione precoce e rapida fra le PMI italiane: uno studio esplorativo (In search of early and rapid internationalization among italian SMEs: an exploratory study)

Verso la fine degli anni Ottanta, alcuni accademici hanno notato l\u2019esistenza di imprese capaci di iniziare le attivit\ue0 internazionali pochi anni dopo la loro fondazione e, allo stesso tempo, di accrescere la propria presenza all\u2019estero rapidamente, le cosiddette imprese born global. Queste caratteristiche peculiari hanno stimolato un crescente interesse, sia a livello accademico che istituzionale, nei confronti delle imprese che internazionalizzano in maniera precoce e rapida mettendole in risalto come imprese di successo nel panorama internazionale. La letteratura ha approfondito vari aspetti legati alla nascita e alla crescita di queste imprese, esplorandone maggiormente la fase di prima espansione. L\u2019articolo esamina il tema dell\u2019internazionalizzazione precoce e rapida in un campione di piccole e medie imprese di Friuli Venezia Giulia, Emilia Romagna e Veneto. Fra i vari aspetti evidenziati dall\u2019analisi emerge, in particolare, il fatto che le imprese che raggiungono performance migliori tendono ad avere fondatori con esperienza internazionale, a sviluppare capacit\ue0 di marketing specificamente rivolte ai mercati internazionali e a dimostrare un approccio iniziale molto aggressivo nei confronti dell\u2019export

Turning point: when born globals enter post-entry stage

The literature on firms\u2019 early internationalization includes a huge number of studies investigating the entry stage of companies, while works on the post-entry growth and survival have recently been increasing. In this context, this study aims to better explain which factors determine the evolution of born globals (BGs) during their lifecycles. The authors analyze the growth processes of six Italian manufacturing BGs at different stages of their development, with a particular focus on the transition of the venture from entry to the post-entry stage. The findings show that the entrepreneurial capabilities of the founders have a crucial role during the first international expansion of the companies. As BGs enter the post-entry phase, a trade-off emerges between entrepreneurial capabilities and some specific firm resources aimed at achieving the sustainable growth of the company. Moreover, the authors identify the existence of a turning point when companies switch from the entry to the post-entry stage. During this phase, entrepreneurs manage a process to transform their individual capabilities into an organizational knowledge base. Future research areas and managerial implications are discussed