Title: How to develop business models for rapid internationalisation: lessons from a high-tech startup

Authors: Päivi Jokela; Elina Jaakkola; Eytan Levy; Doron Nahmias

Addresses: Department of Marketing, Turku School of Economics, University of Turku, FI-20014, Turun yliopisto, Finland ' Department of Marketing, Turku School of Economics, University of Turku, FI-20014, Turun yliopisto, Finland ' 7 Ha'eshel St., Caesarea Industrial Park, P.O. Box 3171, 30889, Israel ' P.O. Box 39276, 62963 Tel-Aviv, Israel

Abstract: This study analyses the business model development of an internationalising high-tech firm seeking rapid growth, addressing the connection between the business model and entry mode selection. The paper employs an in-depth case study of a high-tech firm that operates in the cleantech industry. We demonstrate that rapid internationalisation is possible using a range of entry modes simultaneously by developing and applying different business models for different target markets. Product/technology-based and service-based models can be developed in parallel, but require adjustments in business model components in determining the suitable entry modes. Developing diverse business models may help firms balance risk, revenue flow, resource allocation and acquisition when entering new markets. Our results emphasise the role of network components in the business model.

Keywords: business models; product-based models; service-based models; market entry; rapid internationalisation; solution-based business; rapid growth; high-tech startups; cleantech industry; value creation; high technology startups; case study; high-tech firms; risk; revenue flow; resource allocation; acquisition; network components.

DOI: 10.1504/IJTMKT.2014.065388

International Journal of Technology Marketing, 2014 Vol.9 No.4, pp.336 - 355

Received: 24 Jul 2013
Accepted: 03 Mar 2014

Published online: 23 Oct 2014 *

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