Internationalisation Strategy of Knowledge-Intensive Business Services

This paper is based on the results of a questionnaire sent to chief executive officers of KIBS firms in Portugal. The aim of this research is to explore the effects of knowledge, cooperation and innovation on their internationalisation strategy. The study used a quantitative approach, based on a sample extracted from the Survey of the Scientific and Technological Potential, with KIBS activity in 2014/2015. Upon the completion of data collection, systematisation of data was done through factor analysis and multiple linear regression that allowed conclusions to be drawn about the objectives proposed. On the one hand, our results show that knowledge personalisation has a positive influence on proactive strategies of internationalisation, such as external innovation and new organisation methods. When KIBS cooperate with clients, a positive impact on reactive and cost strategies of the internationalisation can be verified. On the other hand, reactive and cost strategies of internationalisation are negatively influenced by knowledge personalisation, knowledge sharing and internal innovation. This study contributes (1) to increase academic knowledge about this subject, (2) to the management practice, allowing firms to gain insights that may develop their proactive strategies of internationalisation and (3) to reinforce the need for adjustment of public policies to encourage the development and strengthening of proactivity of this sector with regard to internationalisation.