David Overshadows Goliath : Specializing in Generality for Internationalization in the Global Mobile Money Industry

We investigate the emergence of a global industry based on digital innovation by studying how the international expansion of pioneering firms relates to their characteristics and strategies for capability development and deployment. Using detailed archival data on mobile money, we classify pioneers that internationalize based on whether they were multinational diversifying entrants, developed country startups, or developing country startups. Our quantitative evidence suggests developing country startups that internationalize have the highest impact on the industry through subsequent platform launches. Digging deeper into the business histories of each firm, we uncover why: these startups “specialize in generality” by developing and deploying “bundled knowledge” capital consisting of technology, problem-solving and alliance management capabilities, thereby offsetting their physical capital scale and scope disadvantages relative to multinational diversifying entrants