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Networking and internationalization ; How do networks trigger and facilitate Norwegian firms’ entry into Vietnam?

Trinh, Hue Thi Kim; Blomdal, Wilhelm George
Master thesis
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MSc0802016.pdf (1.009Mb)
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http://hdl.handle.net/11250/2444470
Utgivelsesdato
2016
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  • Master of Science [1116]
Sammendrag
The usefulness of network in the internationalization process has been proven in

numerous literatures, mainly as a supporting mechanism, compensating for the

lack of experiential knowledge in the foreign market. This paper examines special

roles of network in the Vietnamese market entry of Norwegian firms – as a

trigger and facilitator. Using a multiple case study approach, findings of this

qualitative paper illustrate the dynamics of how firms expose themselves to

market potential, sustain in foreign market and benefit from pooled resources

through interaction with their network partners, from individuals to firms and

governmental actors. Case firms were active in building network as a supplement

for market uncertainty and the lack of market knowledge.

The theoretical contribution is that the paper shows how the case companies

responded by actively drawing on their networks in order to overcome the

liabilities of foreignness within a transforming economy. The study is based on a

model where a comprehensive set of involving network actors are carefully

examined, drawn from business, personal and governmental actors. The study also

shows how networks can be expanded either through trade fairs or through

recruitment of well-connected personnel. The paper concludes with managerial

implications and suggestions for further research.
Beskrivelse
Masteroppgave(MSc) in Master of Science in Business, International business - Handelshøyskolen BI, 2016
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BI Norwegian Business School

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