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Papers by Deirdre McQuillan
ii Declaration iii Acknowledgements iv List of Abbreviations v Summary of the Thesis vi Table of
Professional service firms (“PSFs”) increasingly rely on internationalisation to drive their grow... more Professional service firms (“PSFs”) increasingly rely on internationalisation to drive their growth strategy. Their professional reputation and networks of relationships are critical due to the high knowledge complexity of their services. Yet international business process theory (“IB”), while identifying learning as the critical tool for addressing foreign market risk, provides little insight into how PSFs build relationships and reputation for internationalisation. Our qualitative multiple case research study of the PSF internationalisation process identified five phases of interplay between learning, relationship and reputation building. These findings extend IB theory by revealing the role of reputation and relationship building during the internationalisation process and contribute to our understanding of how PSF organisations build international networks and develop their reputations.
Integrating ideas from ''They Say / I Say'' is a huge challenge and crucial element of social int... more Integrating ideas from ''They Say / I Say'' is a huge challenge and crucial element of social interactions in academic writing. In addition to considering voice as socially constructed, it is also seen as a selfrepresentation. Writing a paragraph that includes various authors' views on a topic provides an opportunity for your own 'voice' to shine through on the subject (Everitt-Reynolds, Delahunt, &
Traditional theory of firm internationalization assumes all firms are homogenous in their approac... more Traditional theory of firm internationalization assumes all firms are homogenous in their approach to managing uncertainties and implementing business strategies when internationalizing. A business model portfolio approach articulates a more complex process and suggests that firms adopt a portfolio of business models to balance uncertainties. Combining these two perspectives, this multiple case study research design explores how creative professional service firms (creative PSFs) internationalize. Creative PSFs such as architects are embedded in their local cultures, operating at the intersection of business and art. Our study reveals the complexities of creative PSF internationalization, showing that in contrast to existing explanations, multiple combinations of business models are adopted to manage uncertainty. We use these novel insights to develop a business model portfolio approach to understanding the internationalization process. This research paper brings relevant and import...
International Marketing Review, 2021
PurposeThe authors explore how home and host market institutions impact emerging market (EM) inte... more PurposeThe authors explore how home and host market institutions impact emerging market (EM) international entrepreneurship (IE) into developed markets.Design/methodology/approachBased on four case studies of Nigerian entrepreneurs expanding into the USA, this qualitative research adopts an institutional perspective to the study of EM IE.FindingsThe findings show home and host formal and informal institutions simultaneously enable and constrain the IE process. Weak home institutions shape the international opportunity recognition decision but seriously impede international opportunity development and exploitation activities in the developed market. EM entrepreneurs benefit from highly functioning regulation in the developed market whilst also experiencing discriminatory treatment from institutions. The findings of the study further show the positive and constraining effects of host institutions throughout the process.Originality/valueBased on the findings, the paper details future r...
International Marketing Review, 2018
Purpose The management of reputation and status is central to creative professional service firms... more Purpose The management of reputation and status is central to creative professional service firms (CPSFs) rendering the internationalisation process a particular challenge. The authors build on arguments that internationalisation requires moving from outsidership to insidership within client networks and focus on how CPSFs build signals about quality to start this process. The paper aims to discuss these issues. Design/methodology/approach The exploration draws from the international business, professional services and organisational status bodies of literature. A multiple case study design was developed comprising ten Irish architecture firms. In-depth semi-structured interviews were conducted. Findings The findings clarify how relationships start in the internationalisation process through signal building about quality. This allows CPSFs to join client networks moving from outsidership to insidership. The findings systemise three different approaches for CPSFs: from outsidership t...
Advances in Strategic Management, 2015
Later version The leading frameworks of internationalization have contributed significantly to ou... more Later version The leading frameworks of internationalization have contributed significantly to our knowledge of how firms internationalize, but do not fully explain how firms actually create and capture value from customers when internationalizing their activities. Understanding the value creation and capture activities defining their business model(s) is critical for firms moving into less familiar markets, and is particularly relevant for service firms where variability is an inherent feature of the firm/client experience. To address this gap, we take a business model perspective to analyse 144 internationalization events of ten professional service firms. We find that such firms adopted four different business models when internationalizing, and that a single firm may utilise a portfolio of business models. Our findings contribute to both the services internationalization and business model literatures by showing how variability in the internationalization process substantiates the need for business model portfolios.
Wiley Encyclopedia of Management, 2015
Journal of Business Strategy, 2013
PurposeReliance on individual talent and motivation renders creative professional service firms (... more PurposeReliance on individual talent and motivation renders creative professional service firms (PSFs) highly dependent on their ability to attract and mobilise the right individuals. This paper aims to build an integrated framework showing firstly how creative industry PSFs can differ in their strategy for growth, and secondly how these alternative strategies for growth can influence the firm's approach to organising and the type of talent required.Design/methodology/approachThe findings are based on a series of interviews with managing directors, senior management and practitioners of architectural organisations in a single country, combined with an extensive literature review.FindingsThe authors' framework illustrates how the proposed growth strategies for creative PSFs are aligned to alternative professional talent profiles – a product portfolio strategy where the firm structures for efficiency aligned to a managerial talent profile, and an artistic competency strategy w...
ii Declaration iii Acknowledgements iv List of Abbreviations v Summary of the Thesis vi Table of
Professional service firms (“PSFs”) increasingly rely on internationalisation to drive their grow... more Professional service firms (“PSFs”) increasingly rely on internationalisation to drive their growth strategy. Their professional reputation and networks of relationships are critical due to the high knowledge complexity of their services. Yet international business process theory (“IB”), while identifying learning as the critical tool for addressing foreign market risk, provides little insight into how PSFs build relationships and reputation for internationalisation. Our qualitative multiple case research study of the PSF internationalisation process identified five phases of interplay between learning, relationship and reputation building. These findings extend IB theory by revealing the role of reputation and relationship building during the internationalisation process and contribute to our understanding of how PSF organisations build international networks and develop their reputations.
Integrating ideas from ''They Say / I Say'' is a huge challenge and crucial element of social int... more Integrating ideas from ''They Say / I Say'' is a huge challenge and crucial element of social interactions in academic writing. In addition to considering voice as socially constructed, it is also seen as a selfrepresentation. Writing a paragraph that includes various authors' views on a topic provides an opportunity for your own 'voice' to shine through on the subject (Everitt-Reynolds, Delahunt, &
Traditional theory of firm internationalization assumes all firms are homogenous in their approac... more Traditional theory of firm internationalization assumes all firms are homogenous in their approach to managing uncertainties and implementing business strategies when internationalizing. A business model portfolio approach articulates a more complex process and suggests that firms adopt a portfolio of business models to balance uncertainties. Combining these two perspectives, this multiple case study research design explores how creative professional service firms (creative PSFs) internationalize. Creative PSFs such as architects are embedded in their local cultures, operating at the intersection of business and art. Our study reveals the complexities of creative PSF internationalization, showing that in contrast to existing explanations, multiple combinations of business models are adopted to manage uncertainty. We use these novel insights to develop a business model portfolio approach to understanding the internationalization process. This research paper brings relevant and import...
International Marketing Review, 2021
PurposeThe authors explore how home and host market institutions impact emerging market (EM) inte... more PurposeThe authors explore how home and host market institutions impact emerging market (EM) international entrepreneurship (IE) into developed markets.Design/methodology/approachBased on four case studies of Nigerian entrepreneurs expanding into the USA, this qualitative research adopts an institutional perspective to the study of EM IE.FindingsThe findings show home and host formal and informal institutions simultaneously enable and constrain the IE process. Weak home institutions shape the international opportunity recognition decision but seriously impede international opportunity development and exploitation activities in the developed market. EM entrepreneurs benefit from highly functioning regulation in the developed market whilst also experiencing discriminatory treatment from institutions. The findings of the study further show the positive and constraining effects of host institutions throughout the process.Originality/valueBased on the findings, the paper details future r...
International Marketing Review, 2018
Purpose The management of reputation and status is central to creative professional service firms... more Purpose The management of reputation and status is central to creative professional service firms (CPSFs) rendering the internationalisation process a particular challenge. The authors build on arguments that internationalisation requires moving from outsidership to insidership within client networks and focus on how CPSFs build signals about quality to start this process. The paper aims to discuss these issues. Design/methodology/approach The exploration draws from the international business, professional services and organisational status bodies of literature. A multiple case study design was developed comprising ten Irish architecture firms. In-depth semi-structured interviews were conducted. Findings The findings clarify how relationships start in the internationalisation process through signal building about quality. This allows CPSFs to join client networks moving from outsidership to insidership. The findings systemise three different approaches for CPSFs: from outsidership t...
Advances in Strategic Management, 2015
Later version The leading frameworks of internationalization have contributed significantly to ou... more Later version The leading frameworks of internationalization have contributed significantly to our knowledge of how firms internationalize, but do not fully explain how firms actually create and capture value from customers when internationalizing their activities. Understanding the value creation and capture activities defining their business model(s) is critical for firms moving into less familiar markets, and is particularly relevant for service firms where variability is an inherent feature of the firm/client experience. To address this gap, we take a business model perspective to analyse 144 internationalization events of ten professional service firms. We find that such firms adopted four different business models when internationalizing, and that a single firm may utilise a portfolio of business models. Our findings contribute to both the services internationalization and business model literatures by showing how variability in the internationalization process substantiates the need for business model portfolios.
Wiley Encyclopedia of Management, 2015
Journal of Business Strategy, 2013
PurposeReliance on individual talent and motivation renders creative professional service firms (... more PurposeReliance on individual talent and motivation renders creative professional service firms (PSFs) highly dependent on their ability to attract and mobilise the right individuals. This paper aims to build an integrated framework showing firstly how creative industry PSFs can differ in their strategy for growth, and secondly how these alternative strategies for growth can influence the firm's approach to organising and the type of talent required.Design/methodology/approachThe findings are based on a series of interviews with managing directors, senior management and practitioners of architectural organisations in a single country, combined with an extensive literature review.FindingsThe authors' framework illustrates how the proposed growth strategies for creative PSFs are aligned to alternative professional talent profiles – a product portfolio strategy where the firm structures for efficiency aligned to a managerial talent profile, and an artistic competency strategy w...