Coopetition and international entrepreneurship: the influence of a competitor orientation

Purpose Guided by a relational, stakeholder perspective of resource-based theory, the purpose current investigation is to help unpack complexity performance-enhancing nature coopetition for international entrepreneurs, namely interplay between collaboration and competition. The context features under-resourced wine producers owned managed entrepreneurs that have implemented an internationalised business model. focus study involves influence “competitor orientation”, when decision-makers understand short-term strengths, weaknesses, long-term capabilities strategies key potential rivals. Design/methodology/approach Data collection primarily featured semi-structured interviews with owner-managers wine-producing firms in New Zealand reflected heterogeneity amongst entrepreneurs' targeting different product markets within their respective models. Secondary data were also collected where possible. Specifically, interviewees' exhibited portfolios involving sales (with varying export intensities) together augmented tourism-related products/services focussed on domestic market. Findings Coopetition activities varied; i.e. influenced owner-managers' competitor orientations. Illustrations decision-makers' models 2 × matrix feature those low- or high-export intensity, narrow portfolio. Internationalising perceptions varied regarding extent which model was oriented towards local cluster-based tourism limited sales, as opposed national more importantly sales. Possessing acting upon relevant knowledge manifested competitors collaborated this took place across product-market strategies. In turn, enabled particular exhibit flexibility; hence, enter exit certain changing intensities, opportunities identified exploited. Originality/value Although largely established prior literature, relationship remains relatively under-researched, not least, entrepreneurs. More specifically, are engaged orientation under-researched. Unique insights order provide originality underpinned relationships