Abstract

Entrepreneurs’ selection of international markets appears diverse and idiosyncratic. The diversity produced by individualistic agency of the entrepreneur and contextual conditions, defeats attempts to produce normative theory of internationalisation in entrepreneurial firms. Recent attempts to theorise this idiosyncrasy include mediation (Oviatt and McDougall 2005), serendipity (Crick and Spence 2005; Harris and Wheeler 2005) and cognition (Zahra, Korri et al. 2005), all of which imply individualised explanation for deviations from rational choice.

Our analytical perspective considers the social power inherent in entrepreneurial activities and its influence on internationalisation. This acknowledges social capital, for example network relationships, as a powerful medium for entrepreneurs. Also it acknowledges a constructionist explanation of particular performances, i.e. it considers the way entrepreneurs construct the meaning of relationships, in the context of doing business with others.

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