Mika Gabrielsson

Mika Gabrielsson
Helsinki School of Economics

About

52
Publications
19,648
Reads
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2,712
Citations
Citations since 2017
19 Research Items
1393 Citations
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2017201820192020202120222023050100150200
2017201820192020202120222023050100150200
2017201820192020202120222023050100150200

Publications

Publications (52)
Article
Full-text available
Although marketing activities are vital for new ventures (NVs) to ensure growth and survival, previous research is silent on how to organize them in firms’ infancy. The entrepreneurship literature focuses on which marketing activities to perform in NVs but not on how to organize these activities, whereas the marketing literature concentrates on how...
Article
Full-text available
This study explores accelerated internationalization among inexperienced digital entrepreneurs who lack resources such as prior experience, knowledge, and networks, which previous research regards as prerequisites for such growth. Following an in-depth qualitative research methodology, the findings reveal three theoretical mechanisms through which...
Article
Full-text available
Purpose The purpose of this paper is to explore how business-to-business (B2B), intercultural, interpersonal salesperson–customer relationships develop using the lens of identity management theory (IMT; Imahori and Cupach, 2005). Design/methodology/approach The research uses qualitative semi-structured interviews on 18 targeted relationships with...
Article
Full-text available
Social media and digital tools are gradually changing the way firms market themselves. Understanding how these communication tools are used by sales functions within business-to-business (B2B) markets could clarify the dynamics underpinning the sales process in an increasingly technology-mediated world. This paper explores how social media, digital...
Article
Full-text available
Combining internalisation theory and internationalisation networking literature we study how international entrepreneurial ventures use social media to internationalise. Our qualitative study reveals the governance mechanisms and learning that are part of a dynamic process. We explain how firms leverage their own social-media capabilities and bundl...
Conference Paper
Full-text available
Digitalization offers new opportunities and changes how firms can explore and enter new markets. Current literature has deepened our understanding of the internationalization process of digital-based firms, but it provides very little guidance on how the specific characteristics of digital artifacts enable and accelerate internationalization or of...
Conference Paper
Full-text available
Software-based innovations with global market-potential are the main product offering of digital-based International New Ventures, an emerging type of rapidly internationalizing firm. Despite increasing research attention on the internationalization phases of these firms, knowledge of how the characteristics of the firm's software offerings change...
Article
Full-text available
This paper examines the relationship between strategic network resources; the network identity (i.e., the self‐perceived attractiveness as a partner based on the firm’s existing and prior relationships); and firm performance among established small and medium‐sized enterprises (SME). We test our hypothesis within the sample of 199 internationalized...
Article
Full-text available
Key account management (KAM) supports the profitability and financial sustainability of firms in business-to-business markets. It also attracts considerable academic research. However, KAM research remains largely atheoretical and lacking in conceptual foundations. This paper argues for an organizational-level, resource-based view of KAM. Using a s...
Article
Previous marketing research has called for enhanced understanding of the antecedents contributing to realization of a competitive strategy leading to superior performance. In particular, this research has been inconclusive about the conditions under which a multinational corporation (MNC) can realize a ‘hybrid’ competitive strategy. Our study exami...
Article
This study examines the relation between entrepreneurial orientation and brand orientation in industrial small and medium-sized enterprises (SMEs) and the extent to which the two contribute to business growth in emerging markets. The authors develop and empirically test a structural model using data collected from Hungary, a country that has underg...
Chapter
Globalization and technological advancement have led to an increase in the numbers of channels available for firms expanding to foreign markets. Although research has started to address strategic choice, the implications for performance have not been adequately investigated. This study examines multiple sales channel structure selection and standar...
Article
A premise in the international new venture (INV) literature is that a strong entrepreneurial orientation distinguishes an INV's behaviour over time. Employing the concept of international entrepreneurial culture (IEC), which provides a holistic operationalisation of international entrepreneurship, we provide evidence from a longitudinal case study...
Article
The growth and survival of international new ventures (INVs) has not been the subject of extensive in-depth qualitative study and our understanding of their decision-making is deficient. On the basis of empirical analyses in a small and open economy, a dynamic model was developed that explains the growth phases through which INVs pass as they matur...
Article
This study examines the marketing strategies of companies originating in small and open economies as they expand into foreign markets. It distinguishes two major globalization paths (that of born globals and that of globalizing internationals), contrasts them with traditional internationalizers, and describes their characteristics. It then outlines...
Article
Recent changes in the technological environment have had a significant impact on the available sales channel alternatives. At the forefront of this development are the born global firms, which have been relatively quick to adopt Internet-based channels. Interestingly, many of these firms have relied not only on Internet-based channels, but also use...
Chapter
Born globals (BGs) typically face liabilities of smallness, newness and foreignness (Alvarez and Barney, 2001; Freeman et al., 2006; Hite and Hesterly, 2001; Knight and Cavusgil, 2004; Sharma and Blomstermo, 2003). To meet such challenges, BGs commonly turn to their networks in pursuit of rapid internationalization and fast growth (Coviello and Mun...
Article
This paper extends the Integration–Responsiveness ( [4] and [64]) international business framework of multinational companies (MNCs) strategies in order to explain the MNC's various approaches to managing strategic alliance portfolios. Our research shows that the alliance portfolios of MNCs differ significantly with respect to partner integration a...
Chapter
The ongoing almost three decade’s lasting debate around whether a firm should rely on a`single’ (or pure) generic competitive strategy of either differentiation or cost leadership, or whether a combined ‘hybrid’ (or dual) competitive strategy should be used is far from being resolved. Porter (1980, 1985) originally postulated that a firm must make...
Article
Purpose – Because of globalization, an increased focus on more effective team-building has become a greater priority. The purpose of this paper is to suggest and describe a new paradigm of key leadership perspectives that is of major importance and value to this effort. Design/methodology/approach – This paper is based on extensive research by the...
Article
Purpose In a world‐wide environment strongly influenced by the issues and perspectives of globalization, internationally‐based business firms must be focused on transformational leadership team‐building across the cultural boundaries with which they are involved. The purpose of this paper is to juxtapose the leadership dimensions and national cultu...
Chapter
(Sapienza et al., 2006; Mudambi and Zahra, 2007). This aspect is important since only those that survive can benefit their national economies. As they move toward ‘adulthood’, born globals face three risks: (a) they do not succeed in growing beyond their initial phase and hence become more like traditional internationalizing firms; (b) they run int...
Article
A particularly interesting area of research concerns how international fast-moving consumer goods (FMCG) companies from small and open economies that operate in turbulent markets plan successful advertising campaigns for international markets. The objective of this research was to determine how they are planned and what factors affect this planning...
Article
Although born globals (BGs) have now been studied for over a decade, theory and practice are still evolving. This article was written to clarify the definition of a Born Global (BG) firm and to describe the three phases--introductory, growth and resource accumulation, and break-out to independent growth as a major player--through which BGs progress...
Article
Full-text available
The ‘Born Globals’ (BGs) have now been studied for over a decade and yet the conceptualizations and theory development are at an initial phase. This article was written to clarify the definition of a BG firm, and focus on its characteristics. BGs deviate considerably when contrasted with traditional internationalizing Small to Medium-Size...
Article
This paper discusses the globalization process of business-to-business born globals in a rapidly growing industry, the wireless technology industry. Deviations in these patterns in regards to the mainstream pattern of internationalization and earlier born global literature are discussed. Furthermore, the roles of the founders and managers, the netw...
Article
Purpose The contemporary business arena continues to hold great promise for dramatic innovational developments unheard of in previous eras. The purpose of this paper is to suggest ways to achieve organizational excellence through entrepreneurship in today's dynamic environment of opportunities. Design/methodology/approach The authors' research has...
Article
This research examines Born Global companies, which are facing tremendous entrepreneurial and managerial challenges related to instant or rapid globalization. A major research problem addressed is whether the strategies and processes of Born Globals differ essentially from those of other firms in respect to globalization and global marketing. Based...
Article
Purpose A highly interesting research problem relates to how international information and communication technology (ICT) manufacturers from small and open economies (SMOPECs) can meet the huge globalization challenge of developing products and managing them during global expansion. In particular, how do product strategies change when these compani...
Article
Full-text available
In this paper we will show how knowledge intensive firms can quicken their internationalisation by using the Internet as a sales channel. When properly applied the Internet can provide a way to decrease the effects of liability of foreignness and resource scarcity, and herewith contribute to an increased speed of internationalisation. The focus of...
Article
Born global companies have now been studied for a decade. However, little has been written specifically about the challenges facing born globals in their branding endeavours. This research examines the branding strategies of 30 Finnish small and medium-sized born globals. The experience, qualities and global orientation of the founder and the top m...
Article
The development of “international intellectual entrepreneurs” addresses a vital topic. The societal want for speedy enhancement of material living requires the increase of the number of “active” intellectual entrepreneurs. Those who produce products and services through use of the internet that drives the growth of technological knowledge. Furtherm...
Article
This article explores the issue of crisis management within the arena of a major cross-cultural conflict surrounding the merger of two giants in the international automobile industry – the German-based Daimler-Benz and the American-based Chrysler Corporation. The merger was formally announced in mid-1998, and soon thereafter a major crisis arose in...
Article
The influence of financing strategies and finance management capabilities on the globalization of Finnish born international and born global SMEs is examined. The case study method was used to gather data in 2001-2002 from 30 leading born international or born global high-tech, high-service, high-design, high-knowhow, and high-systems Finnish compa...
Article
The born global start-up lacks resources compared to the requirement of reaching world markets. Further, the extant internationalization theories may not be adequate to indicate viable channel alternatives for born globals. The conventional way of pledging personal assets, raising resources, and expanding internationally is definitely slow and this...
Article
In recent years, the born global (BG) companyhas begun to gain prevalence in the world market.However, the limitedresearch that exists regarding born globals indicates that they act differentlythan other global firms.This study illuminates the characteristics,locations, motivations, development, and challenges of BGs. An explanation of the born glo...
Article
The study examines the global product and marketing strategies and their development when globalising ICT companies. Two major globalisation paths are distinguished: Born Globals and Globalising Internationals. The paper describes the characteristics of these two approaches, outlines a framework for understanding the product, brand and channel stra...
Chapter
Small and medium-sized enterprises (SMEs) make valuable contributions to national economies in general (OECD, 1997), and to small open economies like Finland and Ireland in particular where they constitute 99.7 per cent of all firms. Irish design is well-known and valued around the world, and the ‘Irishness’ of offerings confers many benefits. Alth...
Chapter
In the information and communication technology (ICT) industry the pressure to globalize an already international business is great. The industry consists of a range of different companies from manufacturers to service providers, but the focus in this research is on manufacturers of ICT equipment including network infrastructure systems, terminals...
Article
The authors examine sales channel strategies for international expansion as a means of compensating for constantly decreasing unit prices and margins in the personal computer (PC) industry operation in the European Union market. The authors describe and analyze the development from single (direct or indirect) to multiple (dual or hybrid) sales chan...
Chapter
A large contribution is made by small and medium-sized companies (SMEs) to national economies in the OECD countries in general and Finland in particular. In the OECD, SMEs represent 99.7 per cent of all companies (OECD, 1997). Finnish designer products are famous in many parts of the world, especially in the case of glassware and porcelain (Iittala...

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