Integrating Digital and Traditional Channels to Activate Relationships and Networks in B2B Startup Internationalization

This study aims to analyze the role of digital and traditional channels in activating relationships and networks in the internationalization process of B2B startups. We conducted a qualitative studybased on 19 semi-structured interviews with key informants operating in B2B startups. The results illustrate the use of multiple channels to build business relationships during the three phases of B2B startups’ internationalization, i.e. (1) pre-entry, (2) entry, and (3) development. The main theoretical contribution of the study lies in clarifying how B2B startups integrate digital channels with traditional channels during internationalization, leveraging both their own resources andthose of their key partners.