How innovation intermediaries support start-up internationalization: a relational proximity perspective

Abstract

Purpose

This paper aims to examine how innovation intermediary activities increase relational proximity between start-ups and foreign partners to support start-up internationalization.

Design/methodology/approach

The paper applies a case study methodology to examine an international network of innovation intermediaries in the resources sector. Interviews were conducted with 59 start-ups, corporate and intermediary managers in four countries, supplemented by secondary data. A two-stage analysis process was performed to first identify activities relating to start-up internationalization and then apply a theoretically derived coding framework based on five proximity dimensions.

Findings

The case identifies several innovation intermediary activities, which facilitate relationship development between start-ups and partners in new markets. Findings outline how activities increase relational proximity across different dimensions, while also indicating a number of interrelations between dimensions, given the complexity of international business relationships.

Originality/value

This paper establishes interdisciplinary bridges between business networks, international business and economic geography perspectives. It provides a valuable empirical foundation for relational proximity, demonstrating its application to understanding start-up internationalization and its influence by intermediary-led activities.

Citation

Schepis, D. (2021), "How innovation intermediaries support start-up internationalization: a relational proximity perspective", Journal of Business & Industrial Marketing, Vol. 36 No. 11, pp. 2062-2073. https://doi.org/10.1108/JBIM-05-2019-0242