Tian, Yumiao, Nicholson, John, Eklinder-Frick, Jens and Johanson, Martin (2017) The interplay between social capital and international opportunities: a processual study of international ‘take-off’ episodes in Chinese SMEs. Industrial Marketing Management. ISSN 0019-8501

The paper presents a processual analysis of international take-off episodes in Chinese SMEs. In considering the dynamics of pre-internationalization, the paper posits four temporally finer-grained, phases based on an actor’s orientation towards international opportunities. Based on a sample of twenty Chinese SMEs, the paper theorizes 12 temporally fine-grained take-off episodes, or which appear in practice as a series of tactical moves through which Chinese SMEs advance through the four phases in the longer pre-internationalisation of the process. By considering the multi-dimensional nature of social capital in international take-off, the findings contribute to a greater understanding of how forming international relationships work in the context of pre-internationalization in SMEs, also adding insights into the dynamics of internationalisation as an entrepreneurial and networked endeavour.

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