2016
DOI: 10.1108/imr-06-2014-0191
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Network gatekeeping in SME exporters’ market entry in China

Abstract: Purpose – Small and medium-sized exporters (SMEs) are driven to develop a network entry strategy to tap into a new foreign market. The purpose of this paper is to draw on the network perspective to evaluate how a network gatekeeper facilitates a foreign SME exporter’s entry into local business networks in China. Design/methodology/approach – The single case study method was adopted. The Ule New Zealand Mall, an online shopping platform t… Show more

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Cited by 28 publications
(39 citation statements)
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“…,Dhanaraj and Parkhe (2006), andGao et al (2016) confirm that achieving network stability through trustful relations and enhanced reputation are important results of brokers and their actions. Eklinder-Frick et al (2012) stress the increased open-mindedness towards collaboration and innovation as the outcome of a technology broker.…”
mentioning
confidence: 67%
“…,Dhanaraj and Parkhe (2006), andGao et al (2016) confirm that achieving network stability through trustful relations and enhanced reputation are important results of brokers and their actions. Eklinder-Frick et al (2012) stress the increased open-mindedness towards collaboration and innovation as the outcome of a technology broker.…”
mentioning
confidence: 67%
“…Through long-term interactions, relationships evolve built on mutual adaptation, commitment and trust (Chen et al, 2013). The network engagement fills the gap in trust between firms and their stakeholders, which relies on reducing the cost of experiential learning for firms (Gao et al, 2016). Trust building is a fundamental element for firms, suppliers and distributors to understand each other, which entails the reconfiguration process to allow the firm acquirers nurture the core competencies and expertise (Shin et al, 2017).…”
Section: Mediating Effect Of Trustmentioning
confidence: 99%
“…This study focused on the small-medium enterprises, which has historically provided an exemplary site for the development of social capital theory (Cvtanovic et al, 2015;Bocconcelli et al, 2016;Gao et al, 2016;Pratono, 2016) but raises issues of generalizability across different contexts. The insights of this study may be particularly relevant to other types of organization and fields in which significant power differentials exist between actors.…”
Section: Limitation and Future Research Directionmentioning
confidence: 99%
“…Given, however, that new ventures characteristically face reputational and social capital deficiencies, scholars have found entrepreneurs are typically required to engage in practices that build credibility with prospective customers (Measson and Campbell-Hunt, 2015). The development of proxy relationships play an important role, notably with respect to how new ventures leverage customer-accessing social capital from relevant stakeholders, such as board members (Rehme and Svensson, 2011) and network gatekeepers (Gao et al, 2016), or through the utilization of reputation-enhancing interfaces e.g. online sales platforms (Reuber and Fischer, 2009).…”
Section: Entrepreneur-customer Interfacementioning
confidence: 99%