The role of the network of influence in the internationalization of "Born Globals".

Summary This thesis deals with the internationalization of small and medium-sized enterprises (SMEs) that are globalized from their birth or shortly thereafter, and named in the Anglo-Saxon literature "Born Globals". More specifically, our research focuses on the approach describing the relations of "Born Globals" with the network of influence developed in the territory where the companies are located. Beyond the multiple forms of networks that accompany companies in their internationalization process (relational, informal, personal and territorial), we believe that the network of influence plays a role in the internationalization of these SMEs. "What is the role of the network of influence in the internationalization of "Born Globals"?" To answer this question, we conducted a study among the "Born Globals" located in the Kaluga region of Russia.The results of our research allow us to define the main characteristics of the network of influence (the actors, the links between them and the resources they share with the companies) in the internationalization of the "Born Globals", to map this network in order to appreciate the role of each one and to define the stages of the integration of the "Born Globals" through the prism of this network on a given territory. These elements can be used by theorists from the point of view of the different stages highlighted, by the managers of Born Globals during their internationalization in other countries and finally by public authorities seeking to attract foreign investors and improve their services.