The Role of International Business Networks in the Market Entry Success of Nigerian Pharmaceutical Exporters

This study examines the role of international business network relationships in determining the market entry success of Nigerian pharmaceutical exporters targeting African and diaspora markets. The Nigerian pharmaceutical industry has developed significant generic medicine manufacturing capacity, with several firms achieving WHO prequalification and targeting ECOWAS and diaspora market export opportunities. However, market entry success in pharmaceutical export requires navigating complex regulatory approval processes, distribution partnerships, and institutional buyer relationships that are heavily mediated by network ties. The research employs a quantitative survey design collecting data from 95 Nigerian pharmaceutical export managers and business development officers through validated network quality and market entry success instruments. Structural equation modelling is applied to test the hypothesised pathways from network relationship quality dimensions to export market entry success outcomes, with absorptive capacity included as a moderating variable. The theoretical framework draws on network theory of internationalisation, the IMP group interaction model, and the born global firm literature. The study measures network dimensions including tie strength with distribution partners, regulatory intelligence networks, institutional buyer relationships with African government health ministries, and diaspora pharmacy chain connections. Findings are expected to confirm that network tie strength and diversity jointly predict market entry success, with absorptive capacity moderating the knowledge-acquisition function of network relationships. The study contributes to the sparse literature on pharmaceutical export internationalisation from developing economies and provides practical recommendations for Nigerian pharmaceutical firms on network investment strategies for export market development. Keywords: international networks, pharmaceutical exports, market entry, Nigeria, internationalisation