Soziale Kompetenz, Vertrauen und kulturelle Unterschiede bei internationalen Unternehmensgründungen (English shop)

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In order to generate and exploit competitive advantages worldwide, companies are constantly searching for innovative problem solutions. This results not only in a shortening of product life cycles and depreciation periods, but also in a shortening of the period in which profits can be generated, which in turn increases competitive pressure and the dynamics of the industry. An international new venture represents one way of not leaving first-mover advantages in international competition to competitors, but of realising them oneself. This requires various resources, which people from the entrepreneurs’ social network can provide. Since the network may be composed of homogeneous and heterogeneous partners, entrepreneurs must possess the ability to interact successfully with different individuals in order to gain access to the resources they need. The use of computer-mediated communication, such as chat and video communication, makes it possible to communicate with other people across different locations, times and cultures. This facilitates the coordination of business activities across national borders. In examining the behaviour of entrepreneurs in an international context, the dissertation focuses on the German and Chinese cultural spheres. The chosen experimental design is used to analyse the extent to which cultural determinants, social skills, trust as well as chat and video communication influence the international orientation of German and Chinese entrepreneurs, and thus also the success of an international new venture. A central finding is that cooperation between individuals originating from different cultural systems need not primarily be characterised by overcoming cultural difference. Rather, the success of an international new venture depends on social skills and interpersonal trust, whereby their manifestations are influenced by the cultural background of the founders. It should likewise be emphasised that the use of newer communication media can impair the successful perception of international market opportunities and thus inhibit entrepreneurs’ internationalisation behaviour.