The interplay between social capital and international opportunities: A processual study of international 'take-off' episodes in Chinese SMEs

Yumiao Tian, John D. Nicholson, Jens Eklinder-Frick, Martin Johanson

Research output: Contribution to journalArticle

10 Citations (Scopus)


The paper presents a processual analysis of international take-off episodes in Chinese SMEs. In considering the dynamics of pre-internationalization, the paper posits four temporally finer-grained, phases based on an actor's orientation towards international opportunities. Based on a sample of twenty Chinese SMEs, the paper theorizes 12 temporally fine-grained take-off episodes, or which appear in practice as a series of tactical moves through which Chinese SMEs advance through the four phases in the longer pre-internationalization of the process. By considering the multi-dimensional nature of social capital in international take-off, the findings contribute to a greater understanding of how forming international relationships work in the context of pre-internationalization in SMEs, also adding insights into the dynamics of internationalization as an entrepreneurial and networked endeavour.

Original languageEnglish
Pages (from-to)180-192
Number of pages13
JournalIndustrial Marketing Management
Early online date28 Jul 2017
Publication statusPublished - 1 Apr 2018
Externally publishedYes


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