Entrepreneurial marketing strategies during the growth of international new ventures originating in small and open economies

This research provides new knowledge on the development of marketing strategies in international new ventures (INVs) by applying the concept of entrepreneurial marketing to these early internationalizing firms. Using a qualitative approach, the authors identify the key dimensions of this concept in INVs, namely innovativeness and adaptation, and elaborate on both the defining elements and the development of these dimensions. They suggest that the innovativeness and adaptation of marketing strategies decrease during the global growth of INVs. Other contextual issues also underlie the development of international entrepreneurial marketing strategies; in particular, they appear to reflect the turbulence and global diversity of the environment and the market orientation of the INV. The marketing performance of INVs is determined by the fit between international entrepreneurial marketing strategies and the internal and external contingencies of the firm. Propositions for future research and managerial implications are provided.

► Key dimensions of international entrepreneurial marketing strategies in INVs are innovativeness and adaptation.
► Marketing strategy innovativeness and adaptation decrease during the global growth of INVs.
► Other contextual factors also influence the international entrepreneurial marketing strategy development.
► We illustrate the importance of strategic fit in the marketing performance of INVs.
► We develop a model and propositions for future research.