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    From outsider to insider: how creative professional service firms internationalise

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    Publication date
    2018
    Author
    McQuillan, Deirdre
    Scott, P.S.
    Mangematin, V.
    Keyword
    Creative professional service firms (CPSFs)
    Internationalisation
    Professional services
    Architecture firms, case study
    Business strategies
    Reputation
    Rights
    © 2018 Emerald. Reproduced in accordance with the publisher's self-archiving policy.
    Peer-Reviewed
    yes
    
    Metadata
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    Abstract
    Purpose – The management of reputation and status is central to creative professional service firms (CPSFs) rendering the internationalisation process a particular challenge. We 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. Design/methodology/approach – The exploration draws from the international business, professional services and organizational status bodies of literature. A multiple case study design is 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. This allows firms to join client networks moving from outsidership to insidership. Our findings systemise three different approaches for CPSFs: from outsidership to insidership within a local market network, within a global industry network and within a global project network. Research Limitations/Implications – Research within other sectoral and geographical contexts could support transferability of the findings. Practical implications – The study has implications for CPSF’s international business strategies as it identifies multiple paths to gaining network insidership and the tactics employed to achieve this.
    URI
    http://hdl.handle.net/10454/16283
    Version
    Accepted Manuscript
    Citation
    McQuillan D, Sharkey SP, Mangematin V (2018) From Outsider to Insider: how creative professional service firms internationalise. International Marketing Review. 35(5): 869-888.
    Link to publisher’s version
    https://doi.org/10.1108/IMR-09-2013-0207
    Type
    Article
    Collections
    Management and Law Publications

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