Network Knowledge and Business-Relationship Value in the Foreign Market

Jukka Hohenthal, Jan Johanson, Martin Johanson

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review


In several studies it has been observed that single business relationships can play a critical role in the early international expansion of SME firms (Chetty and Blankenburg Holm, 2000; Child et al., 2002; Ellis, 2000; Hilmersson and Jansson, 2011; Johanson and Vahlne, 2003; Sharma and Blomstermo, 2003). It has also been shown that network constructs can be used fruitfully for understanding and explaining SME internationalisation (Coviello and Munro, 1995; Hadley and Wilson, 2003; Oviatt and McDougall, 2005). Against this background, a purpose of this paper is to study how networks influence business relationships in foreign markets.
Original languageEnglish
Title of host publicationKnowledge, Networks and Power
Subtitle of host publicationThe Uppsala School of International Business
EditorsMats Forsgren, Ulf Holm, Jan Johanson
PublisherPalgrave Macmillan
ChapterPart II
Number of pages38
ISBN (Electronic)9781137508829
ISBN (Print)9781349506125, 9781137508805
Publication statusPublished - 12 May 2015
Externally publishedYes


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