BUSINESS RELATIONSHIPS IN THE INTERNATIONALIZATION PROCESS: : A case study of Wipf AG and their expansion to the US valve market
Is there a connection between the internationalization process model and Wipf AG’s expanding to the US valve market? What roles do business relationships play in the internationalization process model?
The aim of this thesis is to research the connection between the business network internationalization process theory and a real business case. The thesis researches furthermore the role of business relationships in the internationalization process in a network perspective.
In order to fulfill the purpose of this thesis, former studies on the topic were examined and semi-structured interviews were the base for collecting information from the management at Wipf AG. To develop a conclusion, critical analysis was made in order to answer the research question and suggestions were given at the end.
The connection between the business network internationalization model by Johanson & Vahlne (2009) and Wipf AG’s expanding to the US valve market became evident during the research. The findings show that the model is applicable and suitable to explain the internationalization process of Wipf AG. Furthermore, the business relationships were identified as a crucial element in the model and the expansion of Wipf AG’s business network. The relationships have an influence on the opportunity creation and exploitation, which is the driving force behind the internationalization process.
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