To go or not to go? Opportunities as triggers of commitment to internationalisation

Abstract

This paper extends our theoretical understanding of how international opportunities trigger the knowledge-commitment cycle and lead to growth. Longitudinal data from seven international firms was analysed to build a deep, processual understanding of the opportunities developed by the case study firms. Utilizing an abductive approach, the complexities and contextual dynamics of internationalisation processes were explored as they evolved, revealing that path-breaking opportunities are major events that disrupt the ongoing process of regular opportunity development and provide new knowledge that triggers a greater commitment to internationalisation. While firms may discover path-breaking opportunities at different points in their trajectory over hermeneutic and chronological time, key commitments to international markets are made when such opportunities are in hand or clearly in sight. Our use of an abductive process illustrates its intricacies and suitability for explaining temporal phenomena.