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PurposeThe purpose of this study is to enhance the understanding of a born global firm's early internationalization process and the entrepreneur's decisions regarding internationalization by using effectuation theory.Design/methodology/approachAn explorative case study is used to explore whether effectuation theory is a fruitful alternative perspective compared with the dominant paradigm (causation), which is primarily used in earlier studies on born globals.FindingsThe study shows how a born global company could enter many markets in a short time, by co‐operating with local network partners. The founders' prior knowledge and networks were important to understand the rapid international expansion. Effectuation theory focuses on the entrepreneurs' ability to create opportunities together with network partners and is a useful tool to understand the development in the born global firm.Research limitations/implicationsThe study shows that effectuation theory holds promise for developing the international entrepreneurship area. Future research is recommended to focus not only on the entrepreneur's competencies, but also on the entrepreneur's behavior, including during the time before they started the firm.Practical implicationsDecision‐makers in the early development of born global firms are recommended to use his/her own and his/her company's resources and network. Also advantage should be taken of opportunities when they are recognized or created, instead of focusing on traditional planning activities.Originality/valueThere are few studies that have used effectuation theory as a basis for understanding the early development of a born global firm.

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Few studies have examined the dynamic capabilities perspective in the context of international new ventures (INVs) and, in particular, toward their marketing activities. Using a cross-country case approach, this article explores the role of stakeholders in the marketing capability-building processes of INVs in Ireland, Sweden, and Denmark. The study reveals that different stakeholders play a critical role in influencing how INVs build their marketing capabilities to respond effectively to the dynamic nature of international markets in which they operate. The results show that different stakeholder groups (allied, cooperative, neutral, and entrepreneur) can influence the learning processes (single-, double-, and triple-loop) of the firm and can determine the nature of dynamic marketing capabilities (incremental, renewing, and regenerative) needed to create and sustain international competitive advantage. Furthermore, "effectuation logic" can explain how entrepreneurs manage and leverage stakeholder relationships in marketing capability processes to cocreate value for the firm. By incorporating dynamic capabilities, stakeholder, and learning theories, this study offers a dynamic, process-oriented model for INV research and provides much-needed qualitative insights into the dynamic capabilities theory of the firm.

In this paper we explore internationalization and export growth over time in a sample of 135 small manufacturing firms. By using concepts and arguments from literature on international business and small firms. the paper identifies six situational, or contingency, factors that are expected to influence the international activities of small firms. Our results show that a dynamic and fast-changing environment may push small Jrms to go abroad, while it seems to be the experiences built up in the organization and a younger generation of CEOs that can explain why some small firms continue to expand their international activities. The findings suggest that the factors influencing small firms to go abroad and become international difler fmm the factors that influence them to continue and grow once they are on the international marketplace. The paper ends with a discussion of the findings, together with suggestions for further research. Risumk Dans cet article, nous analysons, a partir d'un ichantilion deI35 petites firmes manufacturiires, I 'impact, au fil du temps, de l'intemationalisation et de la croissance de l'exportation. Grdce a l'utilisation des concepts et d'arguments tiris de la littirature sur le commerce international et sur les petites entreprises, nous digageons six facteurs situationnels et conjoncturels qui sont censis avoir un impact sur les activitis internationales des petites entreprises. Nos risultats indiquent qu 'un envimnnement dynamique et en mutation rapide peut &re a 1 'origine de 1 'internationalisation des petites entreprises. Bien plus, les experiences acquises dans 1 'organisation et le rajeunissement des cadres expliqueraient pourquoi certaines petites entreprises continuent a itendre leurs activitis internationales. Les risultats montrent aussi que les facteurs qui poussent les petites entreprises a s'exporter et a s 'intemationaliser sont diffirents de ceux qui les poussent b continuer a croitre une fois qu'elles sont sur le marchd international. Nous bouclons notre itude par une analyse des risultats et une proposition des pistes de recherche futures. Small firms are becoming increasingly international. Small firms are reported to contribute 25 to 35% of world exports of manufacturers, and about one-fifth of manufacturing small firms receive between 10 and 40% of their turnover from cross-border activities (OECD, 2000). The authors thank "Lars Erik Lundberg's stillelse fir forskning w h utveckling" and Halmtad University for financial suppon. Addms correspondence to Svante Andersson. SlRuHalmstad Univeresity, P.O. Box 823. S-301 18 Halmstad. Sweden. E-mail: svante.andersson@sct.hh.se 8 ASAC 2004 22Moreover, small firms seem to get into the international scene at a much earlier age than before, and they are also more actively pursuing strategies that involve international activities (Knight