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[{"key": "dc.contributor.advisor", "value": "Lepp\u00e4aho, Tanja", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Piesala, Ristomatti", "language": null, "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2016-02-26T09:25:23Z", "language": "", "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2016-02-26T09:25:23Z", "language": "", "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2016", "language": null, "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.other", "value": "oai:jykdok.linneanet.fi:1523154", "language": null, "element": "identifier", "qualifier": "other", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/48946", "language": "", "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "T\u00e4ss\u00e4 ty\u00f6ss\u00e4 tutkittiin pienten ja keskisuurten (PK) yritysten kansainv\u00e4listymist\u00e4, myynti\u00e4 ja verkostoja pienen ja avoimen talouden kontekstissa. Tutkimusaukko perustui tarpeeseen tutkia miten PK -yritykset ja International New Venture (INV) -yritykset kansainv\u00e4listyv\u00e4t, miten verkostoja k\u00e4ytet\u00e4\u00e4n t\u00e4ss\u00e4 prosessissa ja miten toimialan erityispiirteet vaikuttavat k\u00e4ytt\u00e4ytymiseen. Teoreettinen viitekehys muodostui stage -malleista (Uppsala -malli), INV -teoriasta ja kansainv\u00e4listymisen verkostomallista yhdistettyn\u00e4 taloudellisesti kasvavan ja menestyv\u00e4n digitaalisen pelialan kontekstiin. T\u00e4m\u00e4n kvalitatiivisen tapaustutkimuksen empiirinen data koostui kymmenest\u00e4 (10) suomalaisten peliyritysten toimitusjohtajien ja managereiden puolistrukturoiduista haastatteluista. Datan perusteella selvitin, miten pelialan yritykset organisoivat kansainv\u00e4list\u00e4 myynti\u00e4, miten pelialan yritykset verkostoituvat kansainv\u00e4listy\u00e4kseen ja kuinka toimialan erityispiirteet vaikuttavat kansainv\u00e4listymiseen ja verkostoihin. \r\n\r\nTulosten valossa kansainv\u00e4listymiseen oli kaksi vaihtoehtoa: joko yritys partneroitui julkaisijan kanssa tai hy\u00f6dynsi digitaalista jakelua p\u00e4\u00e4st\u00e4kseen kansainv\u00e4lisille markkinoille. Yritykset kansainv\u00e4listyiv\u00e4t v\u00e4litt\u00f6m\u00e4sti, p\u00e4\u00e4asiassa koska kotimaan markkinat ovat pienet. T\u00e4lt\u00e4 osin l\u00f6yd\u00f6kset tukivat INV -teoriaa, mutta myynnin osalta peliyritysten p\u00e4\u00e4markkina-alueet olivat l\u00e4nsimaissa ja toimenpiteit\u00e4 t\u00e4ytyi tehd\u00e4 mik\u00e4li ne haluavat menesty\u00e4 Aasiassa. Yrityksill\u00e4 oli esteit\u00e4 sek\u00e4 kulttuurisista (erilainen pelikulttuuri), ett\u00e4 k\u00e4yt\u00e4nn\u00f6llisist\u00e4 (yhteisty\u00f6kumppaneiden tarve) syist\u00e4, joten psyykkinen et\u00e4isyys vaikutti tutkittujen yritysten kansainv\u00e4liseen myyntiin, tukien Uppsala -mallia. Lis\u00e4ksi oli selv\u00e4\u00e4, ett\u00e4 tietyt toimialan erityispiirteisiin vaikuttavat yritysten kansainv\u00e4listymiseen. Digitaalinen jakelu mahdollisti kansainv\u00e4listymisen, kilpailu loi sille tarpeen ja paikallinen lains\u00e4\u00e4d\u00e4nt\u00f6 sek\u00e4 toimintaymp\u00e4rist\u00f6 hankaloittivat toimintaa erityisesti Kiinan markkinoilla.\r\n\r\nYritysten verkostoista muodostui kolme kategoriaa: paikalliset-, kansalliset- ja kansainv\u00e4liset verkostot. Yritykset kehittiv\u00e4t verkostojaan asteittain kohti kansainv\u00e4lisi\u00e4 verkostoja mentoreiden avulla. Aiemmat verkostot ja kokemus toimialalta olivat faktoreita, jotka auttoivat yrityksi\u00e4 etenem\u00e4\u00e4n suoraan kansainv\u00e4lisiin verkostoihin. Verkostointi tapahtui p\u00e4\u00e4asiassa tapahtumien ja messujen kautta, joissa yritysten edustajat pystyv\u00e4t tapaamaan kasvokkain ja kehitt\u00e4m\u00e4\u00e4n luottamusta v\u00e4lilleen. Muut kuin jakelijaverkostot eiv\u00e4t osoittautuneet kansainv\u00e4listymisen edellytyksiksi, mutta suhteiden avulla saatiin PK -yrityksille t\u00e4rkeit\u00e4 resursseja: Markkinatietoa, neuvoja liiketoimintaan, n\u00e4kyvyytt\u00e4 ja rahoitusta.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.abstract", "value": "This thesis studied internationalization, sales and networks of small-to-medium-sized enterprises (SMEs) from small and open economy (SMOPEC). The research gap was recognized in the need for further empirical evidence on how SMEs and International New Venture (INV) firms internationalize, how and what networks are used in the process and how industry related factors influence behavior. The theoretical framework for this thesis was composed of stage models (Uppsala model), INV theory and Network model of internationalization embedded and discussed in context of an economically growing and thriving digital game industry. This qualitative study used empirical data of ten (10) cases illustrated from semi-structured interviews of CEOs and managers of Finnish digital game companies. Through the cases this thesis seeks to answer how these firms organize international sales, network to internationalize and how industry related factors might affect internationalization and networking. \r\n\r\nBased on the data two paths to internationalization were recognized from the case firms: either through publisher partnerships or through the use of digital distribution to enter global markets independently. The findings confirmed that the case companies are Born Globals, mainly because their domestic markets are small, which pushed the firms to seek sales abroad. This evidence supports INV theory, but in terms of sales the main market area is in Western countries and firms need to make modifications to their games if they wish to succeed in Asian markets. There are barriers to entry in both cultural (differences in gaming culture) and practical (need of partners) aspects and that psychic distance affects internationalization for case companies, supporting Uppsala model. In addition, certain industry related factors affect internationalization of the companies. Digital distribution enables instant internationalization, tough competition creates a need for it and regulation may prohibit market entry, especially in Chinese markets.\r\n\r\nThe networks of the case companies formed three categories: local-, domestic- and international connections. Despite being Born Globals, the firms develop their networks from local towards more important international relationships with the help of mentors. Previous networks and experience in the industry are factors allowing firms to leapfrog straight into international networks. The main channels for networking were various events and trade fairs which allowed the firms to form trustworthy F2F connections. While networks other than retailers are not technically mandatory for internationalizing, they provided market knowledge, business advice, visibility and finances which are all very important for SMEs.", "language": "en", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted using Plone Publishing form by Ristomatti Piesala (rimipies) on 2016-02-26 09:25:23.432400. Form: Pro gradu -lomake (https://kirjasto.jyu.fi/julkaisut/julkaisulomakkeet/pro-gradu-lomake). JyX data: [jyx_publishing-allowed (fi) =True]", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by jyx lomake-julkaisija (jyx-julkaisija.group@korppi.jyu.fi) on 2016-02-26T09:25:23Z\r\nNo. of bitstreams: 2\r\nURN:NBN:fi:jyu-201602261708.pdf: 1148819 bytes, checksum: 0fc2433888b4ff0c71c3cede683d0146 (MD5)\r\nlicense.html: 4868 bytes, checksum: 12d4e029e200d0e7021af363c67a3de4 (MD5)", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2016-02-26T09:25:23Z (GMT). No. of bitstreams: 2\r\nURN:NBN:fi:jyu-201602261708.pdf: 1148819 bytes, checksum: 0fc2433888b4ff0c71c3cede683d0146 (MD5)\r\nlicense.html: 4868 bytes, checksum: 12d4e029e200d0e7021af363c67a3de4 (MD5)\r\n Previous issue date: 2016", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "1 verkkoaineisto (97 sivua)", "language": null, "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.format.mimetype", "value": "application/pdf", "language": null, "element": "format", "qualifier": "mimetype", "schema": "dc"}, {"key": "dc.language.iso", "value": "eng", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "Internationalization", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "networks", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "SMEs", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "Born Global", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "sales", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "marketing", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "digital games", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "game industry", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "small- and open economies", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "Finland", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "Internationalization, networks and industry related factors : the case of Finnish digital game industry", "language": null, "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.title.alternative", "value": "Case of Finnish digital game industry", "language": null, "element": "title", "qualifier": "alternative", "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-201602261708", "language": null, "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", 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"Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Yritt\u00e4jyys", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Entrepreneurship", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.date.updated", "value": "2016-02-26T09:25:24Z", "language": "", "element": "date", "qualifier": "updated", "schema": "dc"}, {"key": "yvv.contractresearch.funding", "value": "0", "language": "", "element": "contractresearch", "qualifier": "funding", "schema": "yvv"}, {"key": "dc.type.coar", "value": "http://purl.org/coar/resource_type/c_bdcc", "language": null, "element": "type", "qualifier": "coar", "schema": "dc"}, {"key": "dc.rights.accesslevel", "value": "openAccess", "language": "fi", "element": "rights", "qualifier": "accesslevel", "schema": "dc"}, {"key": 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