From outsider to insider: how creative professional service firms internationalise. Issue 5 (10th September 2018)

• Record Type: Journal Article
• Authors: McQuillan, Deirdre; Scott, Pamela Sharkey; Mangematin, Vincent
• Is Part Of: International marketing review. Volume 35:Issue 5(2018)
• Page Start: 869
• Page End: 888
• Publication Date: 2018-09-10
• Subjects: Professional service firms -- Networks -- Reputation -- Creative industries -- Signalling -- Insidership -- International business process -- Organizational status -- Outsidership; Export marketing -- Periodicals; Export marketing -- Developing countries -- Periodicals; 658.84805
• DOI: 10.1108/IMR-09-2013-0207
• Languages: English
• ISSNs: 0265-1335

Abstract

Abstract : Purpose: The management of reputation and status is central to creative professional service firms (CPSFs) rendering the internationalisation process a particular challenge. The authors build on arguments that internationalisation requires moving from outsidership to insidership within client networks and focus on how CPSFs build signals about quality to start this process. The paper aims to discuss these issues. Design/methodology/approach: The exploration draws from the international business, professional services and organisational status bodies of literature. A multiple case study design was developed comprising ten Irish architecture firms. In-depth semi-structured interviews were conducted. Findings: The findings clarify how relationships start in the internationalisation process through signal building about quality. This allows CPSFs to join client networks moving from outsidership to insidership. The findings systemise three different approaches for CPSFs: from outsidership to insidership within a local market network, within a global industry network and within a global project network. Research limitations/implications: Research within other sectoral and geographical contexts could support transferability of the findings. Practical implications: The study has implications for international business strategies as it identifies multiple paths to relevant network insidership and the tactical responses managers can use to achieve this. Originality/value: The authors believe that incorporating signal-building mechanisms into the internationalisation process is a novel approach to theorizing about how CPSFs move from outsidership to insidership. The authors offer important theoretical insights into the international business, professional service firm and organisational status literatures. CPSF business leaders should benefit as it helps them to focus on a portfolio of signal-building approaches that can start the internationalisation process.