INTERNATIONALIZATION PATTERNS OF GERMAN START-UP FIRMS FROM THE CLEANTECH INDUSTRY

The purpose of this multiple-case study is to explore the perceptions of the founders of CleanTech firms about the internationalization behavior of these firms using the establishment chains of the Uppsala model (UIPM) as conceptual framework. The research design is based on the purpose of this study. This study uses a multiple-case study research design to get a better understanding about the internationalization behavior of CleanTech firms. Data was collected through six interviews of subject-matter experts and corporate documents to allow for triangulation. Data analysis revealed four themes to answer the research question. The findings suggest that CleanTech firms seem to prefer an incremental internationalization process and show a prudent internationalization behavior: (1) German CleanTech firms prefer to penetrate their home market first before considering internationalization. (2) The CleanTech firms use export market entry forms to enter neighboring markets. (3) The management teams seem to have little experience and expertise in the development and execution of international strategies. The two limitations sample size and methodology limit the generalizability of the results. The results of this multiple-case study bestow major significance toward practice. Investors like government funds or business angels, need to understand when a CleanTech firm has the potential for internationalization. Founders need the respective knowledge, experience, and resources, as do coaches working at accelerators and incubators to support these CleanTech firms in the design and the execution of their international strategies. This study contributes to the international entrepreneurship literature by illustrating the internationalization behavior of German CleanTech firms.