INTERNATIONALIZATION OF CLEANTECH FIRMS

Purpose: The purpose of this multiple-case study is to explore the perceptions of the founders and senior executive managers of CleanTech firms about the internationalization behavior of these firms using the establishment chains of the Uppsala internationalization process model (UIPM) as conceptual framework. Design/methodology/approach: The research design is based on the purpose of this study. This study uses a multiple-case study research design to get a better understanding about the internationalization behavior of CleanTech firms. Data was collected through six video-telephonic, semi-structured interviews of subject-matter experts and corporate documents to allow for triangulation. Thematic analysis and a critical event analysis approach revealed four themes to answer the research question. Findings: The findings suggest that CleanTech firms seem to prefer an incremental internationalization process and show a prudent internationalization behavior: (1) German CleanTech firms prefer to penetrate their home market first before considering internationalization. (2) The CleanTech firms use export market entry forms to enter neighboring markets. (3) The management teams seem to have little experience and expertise in the development and execution of international strategies. The two main limitations sample size and methodology limit the generalizability of the results. Research/practical implications: The results of this multiple-case study bestow major significance toward practice. Investors like government funds, business angels, and venture capitalists need to understand when a CleanTech firm has the potential for internationalization. Founders and managers need the respective knowledge, experience, and resources, as do coaches working at accelerators and incubators to support these CleanTech firms in the design and the execution of their international strategies. Originality/value: This study contributes to the international entrepreneurship literature by illustrating the internationalization process and internationalization behavior of firms operating in the CleanTech industry.