Relationship Learning as a Dynamic Capability in Internationalization Process

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Organisations seeking internationalisation focus on understanding customer needs and identify opportunities. The possibilities are arising from working closely with clients and offering need-based solutions. The qualitative thematic analysis of data from four MNE and Four Finnish SME explores how learning takes place in a supplier-customer relationship and how acquired knowledge contributes to organisational processes for value co-creation through their offering. This study makes three contributions. First, it adds to the international business literature by identifying relationship learning as means to understand customer needs, and the purpose the offering is being consumed to satisfy. Second, it pinpoints the customer as a core conduit of learning in the organisations’ value co-creation chain aiding to align their offering with customer needs. The novelty of this study is identifying relationship learning as a dynamic organisational capability that can facilitate in the internationalisation process. The results validate that relationship learning as a dynamic capability can influence the ability of the focal firm to over time, under changing needs and context; perform operational capabilities that lead to excellent or satisfactory performance. The dynamic capabilities will result in changed commitments, quantitatively or qualitatively, or both are hence leading to internationalisation.
Original languageEnglish
Publication date25 Aug 2017
Publication statusPublished - 25 Aug 2017
Externally publishedYes
Event14th Vaasa Conference on International Business - University of Vaasa, Vaasa, Finland
Duration: 23 Aug 201725 Aug 2017


Conference14th Vaasa Conference on International Business
LocationUniversity of Vaasa


  • Relationship learning
  • Dynamic Capability
  • Relationships
  • Internationalization Process


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