자원, 제휴, 전략적 의도와 그들의 상호작용이 기업의 국제진출에 미치는 영향

The resource-based view of the firm regards the firm as a bundle of resources and suggests that their attributes significantly affect the firm’s competitive advantage and, by implication, its performance. The resource-based view of the firm emphasizes firm idiosyncratic resources, especially resources that reside within organizations. The resource-based view of the firm, however, does not explain how and why some entrepreneurial firms are able to grow despite the lack of significant firm-specific resources. And venture firms are typified by a lack of sufficient internal resources. In this connection, as an extension of the resource-based view of the firm, the relational perspective maintains that competitive advantage derives not solely from firm-level resources but also from difficult-to-imitate capabilities embedded in dyadic and network relationships. Previous research have pointed out that alliances are often instrumental to extending a firm’s collection of distinctive resources and capabilities. In this paper I consider arguments suggested by both the resource-based view of the firm and the relational perspective of social capital theory, and explore whether young firms can increase international sales by using firm-specific resources and leveraging interorganizational relationships. Thus the goal of this paper is to undertake empirically grounded and systematic test of the proposition that small-and-medium-sized venture firm’s resources, the interaction of its resources and its alliance with other organizations, the interaction of its strategic intent and its alliance with other organizations positively affect its international sales. Specifically I test three hypotheses in this paper. The first hypothesis is that firm-specific resources will be positively related to international sales intensity of the firm. It is based on the resource-based view of the firm. Firms establish alliances for many reasons. Salient among the incentives to collaborate is the possibility of bringing together complementary assets owned by different organizations. For instance, two firms may establish an alliance when each one possesses strength in a different stage in a product’s value chain. Thus the second hypothesis is that the interaction of technological intensity of the firm and its marketing alliance and the interaction of advertising intensity of the firm and its technological alliance will be positively related to international sales intensity of the firm. It is based on the relational perspective of the social capital theory. Previous research has indicated that the primary reason young firms internationalize is to pursue growth opportunities and that they often collaborate for that purpose. Therefore the third hypothesis is that the interaction of the strategic intent to grow and alliance will be positively related to international sales intensity of the firm. Regression results show that firm’s R&D capabilities positively affected its international sales, but that its marketing capabilities did not at the statistically significant level. The findings also show that the interaction of firm’s R&D capabilities and its marketing alliance with other organizations had positive impacts on its international sales. Statistical test results also show that the interaction of its marketing capabilities and its R&D alliance with other organizations positively affected its international sales. Thus the findings suggest that firm’s resources and its alliance with other organizations that have complementary resources interacted positively on its international sales. Finally the study finds that firm’s strategic intent interacted only with its marketing alliance with other organizations to have a statistically positive effect on its international sales.