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Papers by Jan-erik Vahlne

Research paper thumbnail of Human behavior and judgment: A critical nano-foundation for the Uppsala model and international business studies

Journal of International Business Studies

Economists and researchers of decision-making and business behavior increasingly rely on findings... more Economists and researchers of decision-making and business behavior increasingly rely on findings from the field of economic psychology. We argue that, by following a similar route, knowledge of firms’ internationalization is considerably enriched. The aim of this commentary is to point to the potential of including insights from research on human cognition and judgment in explaining internationalization behavior. We offer some examples relying upon commitments and knowledge development as outlined in the Uppsala model and thereby propose a conceptualization linking the nano- and micro-levels within the model.

Research paper thumbnail of The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership

Journal of international business …, 2009

The Uppsala internationalization process model is revisited in the light of changes in business p... more The Uppsala internationalization process model is revisited in the light of changes in business practices and theoretical advances that have been made since 1977. Now the business environment is viewed as a web of relationships, a network, rather than as a neoclassical market with many independent suppliers and customers. Outsidership, in relation to the relevant network, more than psychic distance, is the root of uncertainty. The change mechanisms in the revised model are essentially the same as those in the original version, although we add trust-building and knowledge creation, the latter to recognize the fact that new knowledge is developed in relationships.

Research paper thumbnail of Internationalization as an entrepreneurial process

Journal of International Entrepreneurship, 2010

When firms cross-borders it is, by definition, internationalization. We believe that often intern... more When firms cross-borders it is, by definition, internationalization. We believe that often internationalization should be seen as either a by-product of a firm’s efforts to improve its position within its network or networks, or as the result of an entrepreneurial action. We consider three theoretical approaches as a starting point and breathe life into them with a rich case study.

Research paper thumbnail of Replacing Traditional Economics with Behavioral Assumptions in Constructing the Uppsala Model: Toward a Theory on the Evolution of the Multinational Business Enterprise (MBE)

Research in Global Strategic Management, 2014

Research paper thumbnail of Management of foreign market entry

Scandinavian International Business Review, 1992

Research paper thumbnail of Business Relationship Learning and Commitment in the Internationalization Process

This paper is based on a case study of an international venture and on the observations reported ... more This paper is based on a case study of an international venture and on the observations reported by a number of researchers that the received models of the internationalization process of the firm do not capture some important phenomena in the modern international business world. As several researchers argue that networks play an important role in the early internationalization the paper outlines a network model of the internationalization process of the firm. It combines the experiential learning±commitment interplay as the driving mechanism from the old internationalization process model with a similar experiential learning±commitment mechanism focusing on business network relationships. In the resulting model we can see firms learning in relationships, which enables them to enter new country markets in which they can develop new relationships which give them a platform for entering other country markets.

Research paper thumbnail of Management of Internationalization

Perspectives on Strategic Change, 1993

To view internationalization as a process has been fruitful. The propositions suggested within th... more To view internationalization as a process has been fruitful. The propositions suggested within the stream of research based on this notion have received wide empirical support (Johanson and Vahlne, 1977, Johanson and Vahlne, 1990, Bilkey, 1978; Cavusgil, 1980, Cavusgil,1984; Dichtl et al., 1984; Denis and Depelteau, 1985; Kogut and Singh, 1986). Less effort has been spent on managerial issues of

Research paper thumbnail of Management of foreign market entry

Scandinavian International Business Review, 1992

Research paper thumbnail of Commitment and opportunity development in the internationalization process: A note on the Uppsala internationalization process model

Management International Review, 2006

... The absorptive capacity is strongly related to “the exis-tence of related prior knowledge” (C... more ... The absorptive capacity is strongly related to “the exis-tence of related prior knowledge” (Cohen and Levinthal 1990). ... There are reasons to believe that the processes of developing social capital and knowledge (intellectual capital) evolve in a parallel fashion thereby ...

Research paper thumbnail of Markets as networks: implications for strategy-making

Journal of the Academy of Marketing Science, 2011

Based on empirical studies of firm exchange activities in business markets, this paper outlines a... more Based on empirical studies of firm exchange activities in business markets, this paper outlines a business network view of the firm-market relationship, which differs fundamentally from the view assumed by neo-classical economic theory. We define business networks as sets of connected business relationships. Thus business relationships and connections between relationships are the critical elements in the business network view. It

Research paper thumbnail of The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments

Journal of International Business Studies, 1977

On the basis of empirical research, a model of the internationalization process of the firm is de... more On the basis of empirical research, a model of the internationalization process of the firm is developed. The model focuses on the gradual acquisition, integration and use of knowledge about foreign markets and operations, and on the incrementally increasing commitments to foreign markets. In particular, attention is concentrated on the increasing involvement in the individual foreign country.

Research paper thumbnail of The Mechanism of Internationalisation

International Marketing Review, 1990

If you would like to write for this, or any other Emerald publication, then please use our Emeral... more If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information.

Research paper thumbnail of Human behavior and judgment: A critical nano-foundation for the Uppsala model and international business studies

Journal of International Business Studies

Economists and researchers of decision-making and business behavior increasingly rely on findings... more Economists and researchers of decision-making and business behavior increasingly rely on findings from the field of economic psychology. We argue that, by following a similar route, knowledge of firms’ internationalization is considerably enriched. The aim of this commentary is to point to the potential of including insights from research on human cognition and judgment in explaining internationalization behavior. We offer some examples relying upon commitments and knowledge development as outlined in the Uppsala model and thereby propose a conceptualization linking the nano- and micro-levels within the model.

Research paper thumbnail of The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership

Journal of international business …, 2009

The Uppsala internationalization process model is revisited in the light of changes in business p... more The Uppsala internationalization process model is revisited in the light of changes in business practices and theoretical advances that have been made since 1977. Now the business environment is viewed as a web of relationships, a network, rather than as a neoclassical market with many independent suppliers and customers. Outsidership, in relation to the relevant network, more than psychic distance, is the root of uncertainty. The change mechanisms in the revised model are essentially the same as those in the original version, although we add trust-building and knowledge creation, the latter to recognize the fact that new knowledge is developed in relationships.

Research paper thumbnail of Internationalization as an entrepreneurial process

Journal of International Entrepreneurship, 2010

When firms cross-borders it is, by definition, internationalization. We believe that often intern... more When firms cross-borders it is, by definition, internationalization. We believe that often internationalization should be seen as either a by-product of a firm’s efforts to improve its position within its network or networks, or as the result of an entrepreneurial action. We consider three theoretical approaches as a starting point and breathe life into them with a rich case study.

Research paper thumbnail of Replacing Traditional Economics with Behavioral Assumptions in Constructing the Uppsala Model: Toward a Theory on the Evolution of the Multinational Business Enterprise (MBE)

Research in Global Strategic Management, 2014

Research paper thumbnail of Management of foreign market entry

Scandinavian International Business Review, 1992

Research paper thumbnail of Business Relationship Learning and Commitment in the Internationalization Process

This paper is based on a case study of an international venture and on the observations reported ... more This paper is based on a case study of an international venture and on the observations reported by a number of researchers that the received models of the internationalization process of the firm do not capture some important phenomena in the modern international business world. As several researchers argue that networks play an important role in the early internationalization the paper outlines a network model of the internationalization process of the firm. It combines the experiential learning±commitment interplay as the driving mechanism from the old internationalization process model with a similar experiential learning±commitment mechanism focusing on business network relationships. In the resulting model we can see firms learning in relationships, which enables them to enter new country markets in which they can develop new relationships which give them a platform for entering other country markets.

Research paper thumbnail of Management of Internationalization

Perspectives on Strategic Change, 1993

To view internationalization as a process has been fruitful. The propositions suggested within th... more To view internationalization as a process has been fruitful. The propositions suggested within the stream of research based on this notion have received wide empirical support (Johanson and Vahlne, 1977, Johanson and Vahlne, 1990, Bilkey, 1978; Cavusgil, 1980, Cavusgil,1984; Dichtl et al., 1984; Denis and Depelteau, 1985; Kogut and Singh, 1986). Less effort has been spent on managerial issues of

Research paper thumbnail of Management of foreign market entry

Scandinavian International Business Review, 1992

Research paper thumbnail of Commitment and opportunity development in the internationalization process: A note on the Uppsala internationalization process model

Management International Review, 2006

... The absorptive capacity is strongly related to “the exis-tence of related prior knowledge” (C... more ... The absorptive capacity is strongly related to “the exis-tence of related prior knowledge” (Cohen and Levinthal 1990). ... There are reasons to believe that the processes of developing social capital and knowledge (intellectual capital) evolve in a parallel fashion thereby ...

Research paper thumbnail of Markets as networks: implications for strategy-making

Journal of the Academy of Marketing Science, 2011

Based on empirical studies of firm exchange activities in business markets, this paper outlines a... more Based on empirical studies of firm exchange activities in business markets, this paper outlines a business network view of the firm-market relationship, which differs fundamentally from the view assumed by neo-classical economic theory. We define business networks as sets of connected business relationships. Thus business relationships and connections between relationships are the critical elements in the business network view. It

Research paper thumbnail of The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments

Journal of International Business Studies, 1977

On the basis of empirical research, a model of the internationalization process of the firm is de... more On the basis of empirical research, a model of the internationalization process of the firm is developed. The model focuses on the gradual acquisition, integration and use of knowledge about foreign markets and operations, and on the incrementally increasing commitments to foreign markets. In particular, attention is concentrated on the increasing involvement in the individual foreign country.

Research paper thumbnail of The Mechanism of Internationalisation

International Marketing Review, 1990

If you would like to write for this, or any other Emerald publication, then please use our Emeral... more If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information.