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The process of commercializing a medical technology innovation for an INV through international trade fairs: Combining a network with a practice view
Högskolan i Halmstad.
2013 (English)In: Current Issues in International Entrepreneurship / [ed] Hamid Etemad, Tage Koed Madsen, Erik S. Rasmussen, Per Servais, Cheltenham: Edward Elgar Publishing, 2013, 88-112 p.Chapter in book (Refereed)
Abstract [en]

This study combines a network with a practice view to understand the interactions that take place among different actors when commercializing a medical-technology innovation on international congresses/trade fairs. It takes an integrative stance to identify different kinds of networks, both commercial/non-commercial and academic ones which are important in the process of gaining international market acceptance. This study has identified what different types of tools/material are used in trade fair booths with the purpose of underpinning different arguments to various actors. For example, it reveals how crucial it is for the focal firm to have an impact on treatment guidelines and to become a first-hand collaborative actor with key opinion leaders and clinicians. It subsequently becomes important to understand how this is done through the creation of mutual values for the actors and by understanding and defining the incentives for their collaboration. The main findings of this paper illustrate how the different actors, activities and tools/material reinforce each other in order to create mutual value aiming at an international market acceptance for and adoption of the innovation. The study has also established that the focal firm has to think globally when it comes to science, but that there are many different country-specific circumstances to consider when it comes to value creation through the choice of different tools/material and activities. This study contributes to the international entrepreneurship literature by extending the view on internationalization by acknowledging tools and material that are co-created with different actors and through different activities. The study also highlights the need to extend the concept of business networks to uncover further dimensions such as academic and institutional ones in an international context.

Place, publisher, year, edition, pages
Cheltenham: Edward Elgar Publishing, 2013. 88-112 p.
Keyword [en]
business and management, entrepreneurship, international business
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hj:diva-26364DOI: 10.4337/9781781953426.00010ISI: 000332728300005ISBN: 9781781953419 (print)OAI: oai:DiVA.org:hj-26364DiVA: diva2:806623
Available from: 2015-04-21 Created: 2015-04-21 Last updated: 2015-05-05Bibliographically approved
In thesis
1. The role of industry context for new venture internationalization: Evidence from the medical technology sector
Open this publication in new window or tab >>The role of industry context for new venture internationalization: Evidence from the medical technology sector
2015 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

The medical technology sector consists of numerous small niche markets. Approximately 95% are small and medium sized enterprises, many of which are start-ups that develop technological breakthroughs for the healthcare sector. The competition in this sector is highly global. In addition, firms that originate from countries with small home markets, like Sweden, are therefore often pushed to an early internationalization process while commercializing their product innovations. Although the potential demand for the medical technology innovation is global, institutions such as the regulation and financing of the healthcare sector are nation specific. Little is known about how the combination of specific industry context factors influence the internationalisation process in itself and its subsequent outcomes. The overall research purpose in this thesis is therefore to explore how and why the medical technology context influences new venture internationalization. I use a qualitative research method with two in-depth case studies from the medical technology sector to answer my purpose. My thesis contributes to the international entrepreneurship field in several ways. The overall contribution is to illustrate how our understanding of the internationalization process changes when we study a specific empirical context given certain particularities and distinctive factors. The most distinctive factor is that the medical technology sector is embedded in different socio-political systems across nations where the healthcare sector is a concern of each nation’s internal affairs. This means that each country and even regions within a country has its own distinctive regulative, normative and cultural-cognitive healthcare dimensions that affect both sales patterns and internationalization process. Operating in such abusiness-to-institution context leads to a complex sales process as well as a slow and focused internationalization process. The combination of industry particularities also affects the types of capabilities and networks that are critical during an international new venture’s early development. The results also show that various types of networks are needed besides business and social ones, such as scientific, institutional and opinion creating networks. In addition, the need for more specific financial, scientific and regulative capabilities is paramount to complement the technological, marketing and entrepreneurial capabilities.

Place, publisher, year, edition, pages
Jönköping: Jönköping International Business School, Jönköping University, 2015. 130 p.
Series
JIBS Dissertation Series, ISSN 1403-0470 ; 104
National Category
Business Administration
Identifiers
urn:nbn:se:hj:diva-26365 (URN)978-91-86345-60-0 (ISBN)
Public defence
2015-04-24, B1014, Jönköping International Business School, Jönköping, 10:00 (English)
Opponent
Supervisors
Available from: 2015-05-05 Created: 2015-04-21 Last updated: 2015-05-05Bibliographically approved

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Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
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More styles
Language
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