The dynamics of relational competencies in the development of born global firms: a multilevel approach

Résumé En

From a multilevel approach, this paper focuses on the born global firms and the relational competencies that they use to initiate, maintain, and expand their international social networks. To do so, we detail the three levels of relational competencies (individual, collective, and organizational) and undertake an exploratory qualitative research based on interviews with French entrepreneurs of born global firms and experts who support their development. This study allows us to reach two sets of findings: firstly, a repository of thirteen relational competencies mobilized in born global firms as well as their development mechanisms; secondly, a dynamic view of these competencies, based on initiation, consolidation and expansion situations in which relational competencies and their development mechanisms are activated. Our study may lead entrepreneurs to identify competencies they hold at all levels (individual, collective, and organizational) but without necessarily implementing, as well as provide keys to develop any that are lacking in order to improve their internationalization strategy.