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This study examined the antecedents and outcomes of the internationalization of 61 new high-potential ventures in the U.S. The results indicate that internationalization is directly related to the use of product differentiation as a source of competitive advantage, the international work experience of the board of directors, and size at the point of the IPO. The use of low cost, product differentiation, or innovation as a source of competitive advantage, and size at the point of the IPO were directly related to sales growth in the two-year period following the IPO. Finally, the level of Internationalization at the time of the IPO is positively related to earnings two years later.

Purpose -This paper aims to present the observations of an Italian expatriate who has made China his home. It provides insights into the reasons he has been successful, which will help western firms learn how to better do business with the Chinese. Design/methodology/approach -This paper is based off an intensive interview with a Western entrepreneur. Findings -This paper reviews the case of JESA industrial limited featuring comments and the perspective of its expatriate founder as he leads the further evolution of JESA from roots as an industrial market research and outsourcing consultancy focusing primarily on small and medium sized enterprises in Italy, to one that combines western and Chinese knowledge and experience with technical expertise and competency to serve a growing base of western businesses and Chinese expatriates. Originality/value -This study is original in that it provides insight from the perspective of a successful business person who has gone through the process of integrating into the Chinese business world. Linkages are made to other studies, and literature. The paper helps foreign executives in small, medium, and large enterprises understand some of the nuances involved in doing business in and with China from the perspective of a successful western expatriate.

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