THE ROLE OF BUSINESS PLAN COMPETITIONS IN THE INTERNATIONALIZATION OF STARTUPS

In the last decades the strong and fast globalization of markets has stimulated scholars and academics to study the internationalization process of firms, highlighting one of the most interesting phenomenon of todays entrepreneurial world such as the International New Ventures or Born Global Firms (McDougall and Oviatt, 1994). Moreover, many researchers have been focusing on having a better understanding of the entrepreneurial behaviour in the processes of entrepreneurial internationalization. However, to define the determinants that influence the entrepreneurial behaviour, such as the creation of a venture or its internationalization, its still not so easy today. Indeed, the literature in question is not yet complete and leaves room to additional research and study. With the intention of giving a further contribute to enrich the theoretical framework on what are the effects of entrepreneurial intentions on behaviour I will focus on the role that Business Plan Competitions can take in the shift from intention into action in terms of internationalization. More specifically, the thesis will investigate what are the elements that enable the implementation of entrepreneurs internationalization intentions in the framework of the University of Pavia. The paper will examine if the context of Univenture, a business plan competition involving MIBE students of University of Pavia and entrepreneurs, together with the innovative environment of the Polo Tecnologico of Pavia, are critical for the development of internationalization intentions. Moreover, this research will try to understand if such a context, both in terms of human and financial resources and of knowledge has influenced the entrepreneurs internationalization initiatives. The study will be conducted through a personal in-depth interview and analysis of four startups that participated to Univenture, using the methodology of the qualitative research to inductively analyse the phenomenon abovementioned.