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Issue 5(1), October 2010 -- Paper Abstracts

Girard  (p. 9-22)

Cooper (p. 23-32)

Kunz-Osborne (p. 33-41)

Coulmas-Law (p.42-46)

Stasio (p. 47-56)

Albert-Valette-Florence (p.57-63)

Zhang-Rauch (p. 64-70)

Alam-Yasin (p. 71-78)

Mattare-Monahan-Shah (p. 79-94)

Nonis-Hudson-Hunt (p. 95-106)

JOURNAL OF MARKETING DEVELOPMENT AND COMPETITIVENESS

The Experts, Explorers and Brokers: How Do U.S. Venture Capitalists Choose

Partners When They Expand into Europe?

Author(s): Dmitry Khanin, Kristie Ogilvie

Citation: Dmitry Khanin, Kristie Ogilvie, (2011) "The Experts, Explorers and Brokers: How Do U.S. Venture Capitalists Choose Partners When They Expand into Europe?" Vol. 5, Iss. 2, pp. 11 - 28

Article Type: Research paper

Publisher: North American Business Press

Abstract:

We contrast the two dominant logics of alliance formation and partner selection: embeddednessaffiliation

and unembeddedness-innovation, and posit that new entrants may follow one of these two

logics depending on the level of market vs. firm uncertainty. Our analysis of U.S. venture capitalist firms’

entry into Europe during the period of the 1980s –2000s shows that the resulting network exhibited both

the logic of embeddedness-affiliation practiced by VC firms acting as experts and the logic of

unembeddedness- innovation practiced by VC firms acting as explorers. Finally, we contend that VCs

acting as brokers helped increase the efficacy of information exchange by linking the experts and

explorers into a more cohesive network.