Thriving Across Borders: a Qualitative Analysis on the Relationship between Entrepreneurial Traits, Organizational Characteristics, and the External Environment in Born Global Success

This study explores the factors that enable small companies, known as Born Globals (BGs), to successfully enter and thrive in international markets despite their limited resources and market knowledge. The research involved conducting 16 semi-structured interviews with founders of start-ups in various industries. The findings highlight several key elements for success in the international arena. Firstly, the founder's role is crucial in setting and adjusting strategies during the initial phases of the start-up. The founder's previous work experience also plays a vital role in acquiring the market knowledge necessary for BGs' growth. The study emphasizes the importance of an innovative value proposition and high-quality products/services in achieving success. Additionally, the complementarity of the entrepreneurial team and the support of external institutions are identified as significant factors in fostering international growth. The research extends the current understanding of BGs by proposing a multi-level framework that considers individual, organizational, and institutional factors. It also identifies new variables such as the role of intellectual properties and team composition complementarity. Practical implications suggest that start-up founders can consider these factors when expanding internationally, and external entities such as governments and accelerators can offer support through grants, networking, and crowdfunding campaigns, considering the limited financial resources of BGs.