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Effects Of Alliances, Time, And Network Cohesion On The Initiation Of Foreign Sales By New Ventures, Jifeng Yu, Brett Anitra Gilbert, Benjamin M. Oviatt

Department of Management: Faculty Publications

In this study, we seek to advance the network perspective on new venture internationalization by examining the role of networks in accelerating new venture sales into foreign markets. We propose that knowledge derived from ventures’ technology and marketing alliances increases the likelihood that new ventures begin exploiting opportunities in international markets. We also argue that the extent to which the networks open the venture to new knowledge or constrain it to knowledge already shared among the partners will influence the initiation of foreign sales by a venture. Using a longitudinal dataset of 118 ventures in the U.S. biotechnology industry, we …