Getting a Foot in the Door

Overview

This paper investigates how entrepreneurial firms leverage trade credit strategies in their pursuit of internationalization. Rather than relying on traditional equity or debt financing, entrepreneurs use supplier credit relationships as a strategic resource for entering foreign markets — effectively getting a foot in the door through business relationships rather than capital markets.

Contribution to the Research Program

This work contributes to the Resource Mobilization & Business Model Design stream by revealing an underexplored mechanism of entrepreneurial resource acquisition. It demonstrates that resource mobilization extends beyond fundraising to encompass creative uses of commercial relationships as strategic assets.