Spanning transnational boundaries in industrial markets: A study of Israeli entrepreneurs in China

This study investigates Israeli transnational entrepreneurs who provide B2B intermediation services in China. To understand the dynamic evolution of their profile and activity, we apply an interpretative framework that combines practice theory and boundary spanning models to analyze six case studies of Israeli transnational entrepreneurs in China. The findings indicate a gradual evolution of their personal and professional profile, determined by a dynamic interdependence between various forms of capital, entrepreneurial habitus, and circumstantial factors. They mobilize a combination of social, cultural, economic and symbolic capital to span organizational, country, cultural and stage boundaries between Israeli and Chinese individuals and organizations. We integrate these findings into a comprehensive model, presenting the various components and stages that led to the development of transnational profiles and activities. Our findings provide an original contribution both to industrial marketing theory and practice, and to transnational entrepreneurship literature, advancing academic understanding and offering a clear roadmap for entrepreneurs, organizations and policy-makers.