The Network Theory of Johanson and Mattson (1988) explains how Small Business Companies, also known as SMEs, use business networks to develop their international processes. Through these networks the companies may overcome their size limitations and take advantage from the benefits of internationalization. Through the development and strengthening of relations within the organization’s network, the company can be positioned in a competitive instance getting stronger within time (Jarillo, 1988). According to Forsgren and Johanson (1992), it’s important that the managers interact with different actors in the network in order to improve their position and thus flow of resources may be higher. The purpose of this paper is to analyze the internationalization model of e- Tech Simulation, a North American SME Born to be Global, according to the network theory and from a cultural perspective. This company has minimized the risk of internationalization, through the development of agreements between the network actors. By strengthening the existing ties and creating new relationships, they improved their position within the network, and obtained greater benefits from it. This has allow them to become even more flexible with their customers, using it as a competitive advantage. Hence this paper proposes a series of recommendations in order for the company to improve their negotiation processes, within the network though a cultural perspective. Likewise through the analysis and investigation, this paper stress the importance of the management entrepreneurship role in the negotiation processes as well as their ability to optimize the resources gained from international market in order to meet their customer needs.
