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Oulun yliopiston väitöskirjat

NARRATIVES OF INTERNATIONAL OPPORTUNITIES IN ENTREPRENEURIAL SELLING, ACTA UNIVERSITATIS OULUENSIS G Oeconomica 82


ISBN-13:978-952-62-1212-8  
Kieli:englanti 
Kustantaja:Oulun yliopisto 
Oppiaine:Kauppakorkeakoulu 
Painosvuosi:2016 
Sijainti:Print Tietotalo 
Sivumäärä:224 
Tekijät:LEHTO IRENE 

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With this study, I provide insights into international opportunities in the context of early internationalising firms and entrepreneurial selling. I study the changing meanings of international opportunities and the mechanisms of international opportunity construction that entrepreneurs narrate when making sense of these opportunities. I contribute to the international entrepreneurship literature that takes an integrative and processual approach to entrepreneuring and international opportunity. I view international opportunities as socially, temporally and spatially situated. By drawing from the socially situated cognition approach, I direct analytical focus to the contextual, changing interpretations of international opportunity and the dynamic process of international opportunity construction. I take a narrative constructionist approach to this study. My empirical material consists of five entrepreneurs’ narratives. They describe past, present and future international opportunities in the context of ongoing early international entry or expansion and entrepreneurial selling in international business-to-business sales negotiation. With this study, I contribute to an in-depth, processual understanding of international opportunities. I identify multiple meanings of international opportunities as product, service, business model, relationship, and/or foreign market opportunities. By describing transformations between these manifestations of international opportunity and the interactions that produce them across diverse intersubjective spaces, I depict journeys of articulated representations of international opportunities becoming concrete opportunities. I find dichotomies within and between different meanings of international opportunities and related actions and interactions. Specialisation versus flexibility, entrepreneurs’ involvement versus professional salespeople’s involvement, and replicated versus contextually adapted processes are problematised with respect to different manifestations of international opportunity.

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