Thèses sur le sujet « SMEs internationalisation »

l'obbiettivo della mia tesi è quello di analizzare come il contratto di rete possa contribuire all'internazionalizzazione delle PMI nel settore agroalimentare. Capire se questo strumento innovativo può aiutare a portare i prodotti agricoli nei mercati esteri, promuovendo il Made in Italy anche per le imprese che da sole non sarebbero in grado di farlo.

Thesis (MBA)--Stellenbosch University, 2005.
ENGLISH ABSTRACT: The findings of this study regarding company and export profiles correlated largely with the findings of the various studies detailed in the literature review. Given the close correlation with other studies on the same subject, it is the researcher's belief that this study will have a broad application among prospective exporting SMEs, both regionally and nationally. The main findings are set out below. The review of the profile of manufacturing SMEs in the Western Capes uncovered: • a preference for their local markets; • the fact that trade frequencies are relatively high; • that the number of countries entered, represented a relatively narrow focus; • that Europe enjoyed significant support from the respondents; • that SADC and the rest of Africa attract relatively low levels oftradc. Although indicated in the national studies, it was still disappointing to discover the relatively low levels of export propensity (as defined by export sales as a function of total sales) prevalent among exporting SMEs. This was reflected by the fact that: • Only a small percentage of medium-sized SMEs are making inroads in this area. • The growth estimates for expected annual export sales are disappointing and possibly even pointing to a declining trend. The surveyed SMEs indicated that their expansion into international markets is motivated primarily by: • the utilisation of excess capacity; and • the opportunity to grow sales. There also seems to be an opportunist approach to the export development process stemming from that fact that: • Almost 50 % of finns responded to unsolicited orders. • Exporting SMEs are drawn into the process passively, rather than through a proactive and conscious decision. The apparent lack of a clear export orientation among exporting SMEs in the Western Cape is of particular concern, as evidenced by the factors identified above. Exporting SMEs have identified the arena of marketing management and market access as key barriers in the process of internationalising their businesses. In addition, they identified a lack of knowledge within this field of study within their organisations, as well as marketing support, as being the areas where they would most like assistance from policy makers. The following were identified as major barriers: • access to, and knowledge of specific markets, • representation in the various markets, and • an effective marketing function. The following represented the area of least knowledge: • international marketing management, and • market entry channels. The following represented the most effective ways in which policy makers could assist: • constraint elimination (Policy making or otherwise). • marketing support. The fundings of the review regarding the use of support institutions revealed that: • Only 45 % of exporting 8MEs actually make use of these institutions. • 72 % of sample indicated that they only make use of these institutions every six months or at even less frequent intervals. Given the findings under this section, it is apparent that those organisations with a vested interest in export promotion, and government in particular, should take particular note of these fmdings. It seems that at present the various export promotion bodies (state or private) are failing to attract 8ME exporters to their products and services, and in so doing make a meaningful impact on export promotion.
AFRIKAANSE OPSOMMING: Die bevindings van hierdie studie ten opsigte van maatskappy- en uitvoerprofiele het grotendeels ooreengestem met dit wat gevind is in ander soortgelyke studies. Gegewe die nou-ooreenstemming met ander studies op dieselfde vakgebied, glo die navorser clat die studie by 'n groot aantal klein en medium (KMO's) uitvoerorganisasies aanklank sal vind, op beide streek en nasionale vlak. Die hoofbevindinge van die studie is soos volg: Die studie van vervaardigingsmaatskappye in die Wes Kaap het die volgende openbaar: • 'n voorkeur vir hul plaaslike markte; • die feit dat handelfrekwensies relatief hoog is; • dat die getal lande wat betree is, 'n relatiewe nou fokus verteenwoordig; • dat Europa noemenswaardige ondersteuning van die respondente geniet het; • dat SADC en die res van Afrika relatieflae vlakke van handel trek. AlhoeweI dit in nasionale studies aanduidend was, is dit steeds teleurstelend om die relatieve lae vlakke van heersende uitvoergeneigdheid onder uitvoer-KMO's te ontdek (soos gedefinieer deur uitvoerverkope as 'n funksie van totale verkope). Dit is weerspieel deur die feit dat: • Slegs 'n klein persentasie van medium-grote KMO's maak inslag in die area. • Die groei vooruitskattings vir verwagte jaarlikse uitvoerverkope was teleurstellend en wys moontlik na 'n dalende tendens. Die studie het getoon dat KMO's se motivering om die uitvoermark te betree deur onder andere die volgende gemotiveer word: • die gebruik van addisionele kapasiteit; en • die geleentheid om bruto opbrengs te bevorder. Die KMO's wat ondersoek is het aangedui dat hulle u:itbreiding tot die intemasionale mark hoofsaaklik gemotiveer is deur: • die aanwending van oorskotkapasiteit; en • die geleentheid om verkope te verhoog. Daar blyk ook 'n opportunistiese benadering te wees rakende die uitvoerontwikkelingsproses, voortspruitend uit die feit dat: • Sowat 50 % van die firma's het reageer op ongevraagde plasings. • Uitvoerende KMO's word passiewelik tot die proses ingetrek, eerder dan deur 'n proaktiewe en bewustelike besluit. Die oenskynlike gebrek aan 'n duidelike uitvoer orientasie tussen uitvoerende KMO's in die Wes-Kaap is van besondere kommer, soos verduidelik met die bogemelde gei"dentifiseerde faktore. Uitvoerende KMO's het die arena van bemarkingsbestuur en marktoegang identifiseer as sleutel hindemisse in die proses van intemasionalisering van hulle besigbede. Bykomend hiertoe het hulle 'n tekort aan kennis identifiseer binne hierdie studieveld in hulle organisasies, sowel as bemarkingsondersteuning, as die areas waar hulle die meeste ondersteuning benodig van beleidsmakers. Die volgende is identifiseer as sleutel hindemisse: • toegang tot, en kennis van die spesifieke markte, • verteenwoordiging in die verskeie markte, en • 'n effektiewe bemarkingsfunksie. Die volgende verteenwoordig die areas met die minste kennis: • internasionale bemarkingsbestuur, en • markbetredingskanale. Die volgende verteenwoordig die mees effektiewe wyse waarbinne beleidsmakers kan ondersteun: • beperkingseliminasie (beleidsmakers of andersins). • bemarkingsbystand. Die bevindinge van die oorsig bertreffende die gebruik van ondersteuningsinstellings het aan die lig gebring dat: • Slegs 45 % van die uitvoerende KMO's maak werklik gebruik van hierdie instellings. • 72 % van steekproef dui daarop dat hulle net van hierdie instellings elke ses maande of op minder gereelde intervalle gebruik maak. Gegewe die bevindinge onder hierdie afdeling, is dit duidelik dat daardie organisasies met 'n gevestigde belang in uitvoerpromosie, en vernaarn die staat, besondere kennis moet neem van die bevindinge. Op hede blyk dit dat die verskeie uitvoerpromosie- liggame (staat of openbaar) faal om uitvoerende KMO's te trek tot hulle produkte en dienste, en sodoende 'n betekenisvolle impak te maak op uitvoerpromosie.

Recent decades have seen rapid and significant changes in the field of international business and management. Whilst the globalisation of economies and markets has led to greater frequency of communication and interaction between companies and people of different cultures and native tongues, academic research has struggled to keep pace with the nature and consequences of better communication technologies and greater human mobility. Much literature remains rooted in dated business and economic paradigms of relevance to few companies and takes little account of new forms of behaviour. This thesis examines the contribution of communication skills, in the form of cultural and linguistic competence, to the development and performance of companies and managers, primarily SMEs, in their international markets. Drawing on original data from regional and international studies conducted over the last ten years, it illuminates the shift from the exporting to the internationalising model, from the language training to the intercultural model and from the training to the developmental/consulting model, as these changes have manifested themselves as responses to the new global business environment. This shift has been very visible in business reality and the policy sphere. Academic literature has struggled to present these phenomena coherently and the author’s contribution to the generation of new data and the development of new theories and perspectives is argued and evidenced. Over-simplification of the actual market operations of international SMEs, the role of foreign language competence in business performance and the presentation of culture as a key phenomenon are presented as original contributions by the author based on primary research data. The place of this contribution in the literature is discussed and areas and issues requiring further investigation are highlighted, particularly the need for more firm and individual-based research, preferably of a longitudinal nature.

Recent decades have seen rapid and significant changes in the field of international business and management. Whilst the globalisation of economies and markets has led to greater frequency of communication and interaction between companies and people of different cultures and native tongues, academic research has struggled to keep pace with the nature and consequences of better communication technologies and greater human mobility. Much literature remains rooted in dated business and economic paradigms of relevance to few companies and takes little account of new forms of behaviour. This thesis examines the contribution of communication skills, in the form of cultural and linguistic competence, to the development and performance of companies and managers, primarily SMEs, in their international markets. Drawing on original data from regional and international studies conducted over the last ten years, it illuminates the shift from the exporting to the internationalising model, from the language training to the intercultural model and from the training to the developmental/consulting model, as these changes have manifested themselves as responses to the new global business environment. This shift has been very visible in business reality and the policy sphere. Academic literature has struggled to present these phenomena coherently and the author’s contribution to the generation of new data and the development of new theories and perspectives is argued and evidenced. Over-simplification of the actual market operations of international SMEs, the role of foreign language competence in business performance and the presentation of culture as a key phenomenon are presented as original contributions by the author based on primary research data. The place of this contribution in the literature is discussed and areas and issues requiring further investigation are highlighted, particularly the need for more firm and individual-based research, preferably of a longitudinal nature.

The aim of the study is to capture and understand the perceptions of SMEs with regard to the resources that they feel are missing as they engage in the process of internationalisation. The methodology of this study follows a qualitative method wherein four SMEs were interviewed along with an industry expert using semi-structured interviews. The collated data was processed according to academic procedure outlined by Creswell & Creswell (2018). Thereafter, the categorised data was analysed using an adapted situational analysis inspired by the SOAR Framework to identify missing resources. Findings and Conclusion: SMEs from Gävleborg, Sweden wish to internationalise but face extensive barriers caused by the lack of necessary resources. The empirical findings align with existing literature in identifying a lack of financial, human, and intellectual resources among the SMEs. However, the findings reject theories which cited a lack of financial skills and physical resources as causal factors. The framework presented (Figure 3) was found to be useful for academics, in reality the SMEs in the Gävleborg region follow a different approach. Contribution of the Study: This study adds specific insights and knowledge about the resource gaps experienced by Swedish SMEs to the literature. The outcomes indicate significant obstacles facing SMEs in the early or pre-internationalisation stage. Practical recommendations from this study suggest regional development of mentoring, accessible funding, and networking support. Reflections on the Study and Suggestions for Future Research: The Covid-19 pandemic forced all interviews online but zoom recordings facilitated clear and accurate collection of empirical evidence. For the future, a longitudinal study of SMEs in Sweden comparing resource availability by region and/or by firm size merits investigation. Similarly, research into why the resource gaps among SMEs remain an issue would be a welcome addition to resource-based literature.

This thesis investigates the processes and influential factors affecting the internationalisation of SMEs in manufacturing industries in Malaysia. Internationalisation of small and medium-sized enterprises (SMEs) has been widely researched but little is known of how and why internationalisation takes place in developing countries and this lack of evidence in the literature provides strong grounds for this study. Jones and Coviello (2005) suggest investigation of internationalisation should include the broad range of internationalisation theories, such as the Incremental and Rapid internationalisation models, Networking, Resource-based and International Entrepreneurship perspectives. These perspectives examine the awareness, process, driving forces and influential factors relevant to SME internationalisation. Therefore, the patterns and dimensions of internationalisation, including the modes of foreign entry, market selection, triggering factors, awareness of international opportunities were investigated, as were the problems and challenges faced by internationalising firms and the key drivers influencing the internationalisation process. A critical realism paradigm and qualitative method were employed. In-depth interviews were conducted with 16 Malaysian experts and 54 Malaysian-based CEOs, owners, and/ or key executives from SME manufacturing industries using a semi-structured interview guide. The data was analysed with the statistical package NVivo 7 and also manually to improve triangulation of the results. The results are largely inductive and interpretive and are presented in qualitative-themes as well as some basic statistical analyses. The findings indicate that interrelated factors influence the internationalisation process of Malaysian SMEs. Various paces, a myriad of entry modes and broad market scopes determine the pattern of internationalisation undertaken. A traditional internationalisation pattern is strongly evident, although some companies exhibited rapid and born global patterns, depending on their industry, products, organisational competencies, knowledge and access to information or because of a change of management. The main drivers of internationalisation centred on key personnel and firm competencies. The study also found that while domestic and global forces motivate internationalisation, aspects of Government policy, procedures and international requirements inhibit the process. More importantly, the findings suggest that networking relationships create internationalisation awareness and provide appropriate pathways to internationalisation for manufacturing SMEs in Malaysia and this is an area where strategies could be improved. The increasing emphasis on the SME sector for enhancing economic and social development in Malaysia means they can make substantial contributions to development and understanding how to improve internationalisation strategies will increase those gains. More transparent government policies and coherence among supporting agencies as well as structured and relevant networks would assist the internationalisation of Malaysian SMEs. Currently, internationalisation processes are constrained by limited resources and difficulty in accessing assistance and supports. This study provides new knowledge and important insights that will benefit manufacturing and other industries in Malaysia and other developing countries.

This study examines the role of social capital and knowledge in the internationalisation of small- and medium-sized enterprises (SMEs). In particular, it is concerned with uncovering the differential effects of social capital types on SMEs' intemational growth and mode choice. Using a mixed methodology that combines case studies with a survey of knowledge intensive SMEs in a developing economy context viz., Indian software SMEs, the study found that knowledge - both market knowledge and knowledge intensity - is a vital driver of international growth. Social capital, particularly bridging social capital, could facilitate early-stage intemational growth but could, over time, get "exhausted". Thus knowledge may be a more enduring source of international growth. As for mode choice, this study seeks to contribute to extant understanding of SMEs' modal commitment, by invoking the emerging concept of the micromultinational, which is an SME that goes beyond mere exporting to establish a presence in international market(s). Modal commitment (i. e., the propensity for an SME to become a micromultinational) seemed to be significantly associated with social capital - specifically bonding social capital - rather than knowledge. Thus a contribution of the study pertains to the relative role of social capital and knowledge in SME internationalisation. It was also seen, particularly from the case studies, that social capital may facilitate the creation and acquisition of knowledge, and therefore intemationalising SMEs may do well to direct their efforts to knowledge-enhancement within networks.

This empirical study investigates the relationship between technology and the internationalisation process of small- and medium-sized enterprises. First, a theoretical overview of globalisation, internationalisation, and technology is given. Drawing on the literature from these fields, two hypotheses regarding the relationship between internationalisation, technology, and firm age are presented. Thereafter, a quantitative analysis of SMEs is performed and the results of this analysis is related to the theory and thoroughly discussed. Finally, some implications for researchers, managers, and policy-makers are discussed.The analysis of this paper reveals that there is no significant relationship between technology and the degree of internationalisation suggesting that technology is not a driver of degree of firm internationalisation. This could be due to the spread of technology throughout industries, giving all firms access to technologies that either mitigate challenges with internationalisation or removes competitive advantages that some firms had some decades ago due to unique technology. Further, it is discovered that firm age is significantly related to the speed of internationalisation, suggesting that the changing macro-environment of firms is a driver for internationalisation behaviour. The implications for researchers are that more focus should be directed to international SMEs in low-tech sectors. These firms have been mostly overlooked in international strategy research the last couple of decades but should be interesting to study as technology is not a driver for degree of internationalisation. The results also suggest that managers should focus on areas such as networks and firm attitudes to help their internationalisation process. For policy-makers the results indicate that other measures than technology development should be deployed to improve a country's export performance.

This thesis investigates the processes and influential factors affecting the internationalisation of SMEs in manufacturing industries in Malaysia. Internationalisation of small and medium-sized enterprises (SMEs) has been widely researched but little is known of how and why internationalisation takes place in developing countries and this lack of evidence in the literature provides strong grounds for this study. Jones and Coviello (2005) suggest investigation of internationalisation should include the broad range of internationalisation theories, such as the Incremental and Rapid internationalisation models, Networking, Resource-based and International Entrepreneurship perspectives. These perspectives examine the awareness, process, driving forces and influential factors relevant to SME internationalisation. Therefore, the patterns and dimensions of internationalisation, including the modes of foreign entry, market selection, triggering factors, awareness of international opportunities were investigated, as were the problems and challenges faced by internationalising firms and the key drivers influencing the internationalisation process. A critical realism paradigm and qualitative method were employed. In-depth interviews were conducted with 16 Malaysian experts and 54 Malaysian-based CEOs, owners, and/ or key executives from SME manufacturing industries using a semi-structured interview guide. The data was analysed with the statistical package NVivo 7 and also manually to improve triangulation of the results. The results are largely inductive and interpretive and are presented in qualitative-themes as well as some basic statistical analyses. The findings indicate that interrelated factors influence the internationalisation process of Malaysian SMEs. Various paces, a myriad of entry modes and broad market scopes determine the pattern of internationalisation undertaken. A traditional internationalisation pattern is strongly evident, although some companies exhibited rapid and born global patterns, depending on their industry, products, organisational competencies, knowledge and access to information or because of a change of management. The main drivers of internationalisation centred on key personnel and firm competencies. The study also found that while domestic and global forces motivate internationalisation, aspects of Government policy, procedures and international requirements inhibit the process. More importantly, the findings suggest that networking relationships create internationalisation awareness and provide appropriate pathways to internationalisation for manufacturing SMEs in Malaysia and this is an area where strategies could be improved. The increasing emphasis on the SME sector for enhancing economic and social development in Malaysia means they can make substantial contributions to development and understanding how to improve internationalisation strategies will increase those gains. More transparent government policies and coherence among supporting agencies as well as structured and relevant networks would assist the internationalisation of Malaysian SMEs. Currently, internationalisation processes are constrained by limited resources and difficulty in accessing assistance and supports. This study provides new knowledge and important insights that will benefit manufacturing and other industries in Malaysia and other developing countries.

This thesis investigates the processes and influential factors affecting the internationalisation of SMEs in manufacturing industries in Malaysia. Internationalisation of small and medium-sized enterprises (SMEs) has been widely researched but little is known of how and why internationalisation takes place in developing countries and this lack of evidence in the literature provides strong grounds for this study. Jones and Coviello (2005) suggest investigation of internationalisation should include the broad range of internationalisation theories, such as the Incremental and Rapid internationalisation models, Networking, Resource-based and International Entrepreneurship perspectives. These perspectives examine the awareness, process, driving forces and influential factors relevant to SME internationalisation. Therefore, the patterns and dimensions of internationalisation, including the modes of foreign entry, market selection, triggering factors, awareness of international opportunities were investigated, as were the problems and challenges faced by internationalising firms and the key drivers influencing the internationalisation process. A critical realism paradigm and qualitative method were employed. In-depth interviews were conducted with 16 Malaysian experts and 54 Malaysian-based CEOs, owners, and/ or key executives from SME manufacturing industries using a semi-structured interview guide. The data was analysed with the statistical package NVivo 7 and also manually to improve triangulation of the results. The results are largely inductive and interpretive and are presented in qualitative-themes as well as some basic statistical analyses. The findings indicate that interrelated factors influence the internationalisation process of Malaysian SMEs. Various paces, a myriad of entry modes and broad market scopes determine the pattern of internationalisation undertaken. A traditional internationalisation pattern is strongly evident, although some companies exhibited rapid and born global patterns, depending on their industry, products, organisational competencies, knowledge and access to information or because of a change of management. The main drivers of internationalisation centred on key personnel and firm competencies. The study also found that while domestic and global forces motivate internationalisation, aspects of Government policy, procedures and international requirements inhibit the process. More importantly, the findings suggest that networking relationships create internationalisation awareness and provide appropriate pathways to internationalisation for manufacturing SMEs in Malaysia and this is an area where strategies could be improved. The increasing emphasis on the SME sector for enhancing economic and social development in Malaysia means they can make substantial contributions to development and understanding how to improve internationalisation strategies will increase those gains. More transparent government policies and coherence among supporting agencies as well as structured and relevant networks would assist the internationalisation of Malaysian SMEs. Currently, internationalisation processes are constrained by limited resources and difficulty in accessing assistance and supports. This study provides new knowledge and important insights that will benefit manufacturing and other industries in Malaysia and other developing countries.

The need for Swedish SMEs to expand beyond their limited domestic market grows, spurred on by fading barriers to international trade. Often consisting mainly of engineers without marketing experience, the SMEs cannot afford to recruit expertise in internationalisation. The international business environment is complex, and attempting to internationalise through trial and error, often ends poorly. To remedy this, the objectives of this study has been: To explore and compare how Swedish SMEs expand to other markets. To identify which factors in this expansion pose the largest problems                          to Swedish SMEs. To assure that these objectives were fulfilled, two research questions were formulated: RQ1: What is the internationalisation pattern for Swedish SMEs? RQ2: What are the main problems encountered by Swedish SMEs when                                         expanding their market from domestic to international? The study has been exploratory and descriptive, taking a deductive approach. The research strategy has been multiple holistic case studies. Data was collected qualitatively through semi-structured interviews and analysed through within-case analysis and cross-case analysis. The main findings show that SMEs are increasingly strategic and systematic with time, and that advice given by the interviewed subject revolved around being strategic and systematic from an earlier stage. It also seems that SMEs are fairly systematic in market selection and customer acquisition, and that market entry occurs in many different ways. Furthermore, branding revolves around appearing trustworthy and “larger than they actually are.” Strategies for employer branding seems lacking in all but the most mature SMEs. Also, strong strategic partners are a valuable tactic for long-term success. The practical implications revolve around the importance of being systematic and strategic from the start, highlighting the importance of larger strategic partners, and focusing on relationships with customers, and what value the SME can offer them.

This research provides an investigation of the critical success factors of SMEinternationalisation within the food and drink industry. Since the seminal works of the Uppsala scholars (Johanson & Wiedersheim-Paul, 1975; Johanson & Vahlne, 1977), SME internationalisation has developed as a field in recent decades with numerous studies investigating different theories across a range of industries and locations. The purpose of this study is to contribute to research in this field by investigating specific issues for food and drink SMEs, as there is an increasing need to focus research on specific research contexts (Fillis, 2008). Considering the close associations that exist between food and place (Tregear, 2001), the role of place is incorporated with traditional theories of SME internationalisation in a conceptual framework designed to reflect the critical success factors of food and drink SME internationalisation. A mixed methods study, both quantitative and qualitative methods were used to gather and analyse data from food and drink producers in two independent phases. Wales and Brittany were chosen as case studies for this study, with both regions sharing cultural and geographical characteristics as regions where the food and drink industry is a prominent part of the economy. Findings of the study highlight that most companies, regardless of size and location, have the ability to internationalise, provided that the conditions for internationalisation are supportive for companies that wish to do so. The study identifies 4 company types that describe companies in relation to their international activities, ranging from improbable exporters to proactive exporters. Findings of the study culminate in the creation of two models, which outline the conditions required for internationalisation and the process in which a company can develop international activities through awareness and networks.

This thesis focus is on the issue of export performance and its determinants among small and medium-sized indigenous firms in Jordan. Export marketing activities are of vital importance to the survival and growth of Jordanian companies. This is ascribed to the relatively small local market size and to the country's gradual shift from heavy reliance on import substitution strategies in the last two decades to contemporary export orientation. Also, many economists are calling for an urgent action plan to correct the situation of "Deficit in trade balance" in Jordanian economy. The action plan needs to discuss what causes or prevents Jordanian firms from exporting. Although the literature has recorded some discussions on internationalisation of firms in developed countries, there is a paucity of internationalisation efforts from manufacturing firms in developing countries. By investigating the exporting barriers that Jordanian manufacturers face when engaging in international business, this study enriches the body of knowledge on internationalisation of manufacturing firms in developing countries. It offers guidance for future research in a field of research that is still in its infancy. The theoretical foundations of the study are based on the internationalisation processes literature, export and exporting barriers literature, and the export performance literature. From this literature, research hypotheses, questions, and a conceptual framework were developed incorporating four research concept groups. The study shows that there is high similarity between the export barriers faced by manufacturing firms in developed and developing countries. Also, it shows that the concept groups related to firm and managerial characteristics and the perception of exporting barriers are very much linked in different ways to export performance of SMEs in Jordan, and these findings are in agreement with literature review.

Doutoramento em Marketing e Estratégia
The study of internationalisation, especially in small and medium enterprises (SMEs), has been raising generalized interests in several countries, linking the competitiveness of SMEs to the increasing of productivity, flexibility and response capacity and active presence in the global market. The agenda highlights the incentive systems for the qualification and internationalisation of SMEs, to support investments in dynamic factors of firm’s competitiveness in several areas of intervention and types of investment, especially the internationalisation. In this sense, this research has the central objective to identify and understand the factors influencing the export performance of manufacturing SMEs, specifically identifying the key innovation capabilities (firm-related factors) affecting the export performance that may influence SMEs development. This research also aims to develop the knowledge of SMEs’ internationalisation and its influence on performance, deepening an academically little explored area and reinforcing the gap on literature when combining performance with internationalisation of SMEs. This research integrates international entrepreneurship theory and international strategies. This research includes: (a) a schematic and integrative analysis of internationalisation theories; (b) a systematic review of the SME internationalisation research; (c) a conceptual model identifying the key factors affecting the export performance of SMEs; (d) a qualitative study that explores the importance of new product development in multi-stage marketing, involving supplier-customer relationships through seven case studies; (e) and two quantitative studies, one focusing on the impact of a set of internal innovation capabilities on SMEs export performance, with the mediating role of entrepreneurial orientation with proactive and reactive external stimuli, and the other analysing the impact of four specific firms’ innovation capabilities on export performance and the mediating role of exploitative and exploratory innovation capabilities. The empirical study is based not only on a qualitative approach, through seven case studies, but also on a quantitative methodology supported by a cross sectional approach, from structured questionnaires sent to SMEs of the plastics industry, using PLS-SEM. It is possible to conclude that there is a clear evolution in the literature on internationalisation from a focus on the internationalisation process, from a previous phase, being in this phase more focused on born globals. This research further reveals that the plastics industry is highly characterized by vertical relationships between suppliers and customers. If the results show that entrepreneurship and innovation capabilities are key to internationalised SMEs, the major contribution of this research stems from two important facts: firstly, exploratory and exploitative innovations influence differently the export performance of SMEs and, secondly, SMEs that pro-actively entrepreneurial oriented have a much better export performance than passively internationalized SMEs.
O estudo da internacionalização, nomeadamente em pequenas e médias empresas (PME), tem vindo a cativar interesses generalizados em vários países, com o intuito de relacionar a competitividade das PME com o aumento da produtividade, flexibilidade, capacidade de resposta e presença ativa no mercado global. Os incentivos à qualificação e internacionalização das PME estão na ordem do dia, com foco nos investimentos em fatores de competitividade das empresas em diversas áreas de intervenção e tipos de investimento, especialmente a internacionalização. Neste sentido, esta investigação tem como objetivo central identificar e compreender os fatores que influenciam o desempenho exportador das PME da indústria transformadora, especificamente identificar as capacidades-chave de inovação (fatores relacionados com a empresa) que afetam o desempenho exportador e influenciam o desenvolvimento das PME. Esta investigação tem igualmente como objetivo desenvolver o conhecimento sobre a internacionalização das PME e a sua influencia no desempenho, aprofundando uma área pouco explorada academicamente e reforçando o gap patente na literatura quando combinado o desempenho com internacionalização de PME. Esta investigação integra a teoria do empreendedorismo internacional e estratégias internacionais, incluindo: (a) uma análise esquemática e integrativa das teorias de internacionalização; (b) uma revisão sistemática da literatura existente sobre a internacionalização de PME; (c) um modelo conceptual, identificando os fatoreschave que afetam o desempenho exportador das PME; (d) um estudo qualitativo com base em sete casos de estudo, que explora a importância do desenvolvimento de novos produtos no multi-stage marketing, evidenciando os relacionamentos entre fornecedor-comprador; (e) e dois estudos quantitativos, um evidenciando o impacto de um conjunto de capacidades internas de inovação no desempenho exportador das PME, assumindo a orientação empreendedora o papel de mediador com os estímulos proativo e reativo externos, e o outro analisando o impacto de quatro capacidades de inovação específicas no desempenho exportador das PME e o papel mediador das capacidades exploratórias e exploradoras de inovação. O estudo empírico desta investigação baseia-se não só numa abordagem qualitativa, através de sete casos de estudo, mas também numa metodologia quantitativa suportada numa abordagem de corte transversal, a partir do envio de questionários estruturados às PME do sector dos plásticos, com base na modelização de equações estruturais (PLS-SEM). É possível concluir que na investigação sobre internacionalização há uma clara evolução na literatura que numa fase anterior teve um foco amplo no processo de internacionalização, estando atualmente mais centrado nas born globals. Esta investigação revela ainda que a indústria dos plásticos é altamente caracterizada por relacionamentos verticais entre fornecedores e clientes. Se os resultados revelam que o empreendedorismo e as capacidades de inovação são fundamentais para as PME internacionalizadas, a grande contribuição desta investigação está no facto de revelar, por um lado, que a inovações exploratória e exploradora influenciam diferentemente o desempenho exportador das PME e, por outro, que as empresas pró-ativamente orientadas para o empreendedorismo têm um desempenho exportador muito melhor do que as empresas que se internacionalizam passivamente.

Small and medium-sized enterprises (SMEs) play a major role in the development of the nation's economy by providing employment and creating the economic growth. The management of the companies that are going international considers different motives before taking the step into the international market. The internationalization process involves risks and uncertainty significantly effected by challenges and barriers to SMEs from developing countries.

Drawing on the Resource-Based View of the Firm (RBV) the study suggests a set of mainly knowledge-based resources, specific to high technology SMEs, at firm and individual levels, explaining why in the same industry, some firms consistently outperform others in international markets. A conceptual framework drawing on the RBV and on Transaction Costs Economics (TCE) was developed and operationalised. Empirical research proceeded in two phases. Phase one involved 12 exploratory interviews, respectively with 8 chief executives of high technology SMEs and with 4 experts and academics in the area of enquiry. The role of these exploratory interviews was to qualitatively identify and examine valuable resources to high technology SMEs emphasised or not in the extant literature and that have been included in phase two, which was concerned with a mail survey where 106 firms filled and returned the questionnaire. The data collected provided the basis upon by using multivariate statistical techniques three sets of hypotheses, were developed, tested and discussed: (i) to examine the impact that resources have on firm international performance; (ii) to examine the influence that resources have on the entry mode in the main foreign market: independent vs. contractual arrangement; (iii) to examine the relationship between the use of a contractual arrangement in the main foreign market entry mode and performance in that same market, while considering resources as moderator influences in that relationship. The study main findings suggest the great importance for high technology SME superior international performance of the human capital of the entrepreneur/chief executive as well as the need of building a stronger technology-base through a greater emphasis on R&D activities, by hiring high skilled personnel and capitalising on continuous innovations based on technologies that are new to the market.

Current theoretical insights into firm internationalisation have mainly been established from research on firms originating from developed countries, with a strong focus on the manufacturing sector. Studies have recently begun to examine the internationalisation of emerging market firms, the international growth of SMEs, and service firm internationalisation, and a range of theories have been employed to gain understanding in these areas. This study examines internationalising small service frims from an emerging market, whose location-intensity makes them a rare type of firm for whom internationalisation might appear to be a counter-intuitive strategy. This study seeks to understand the internationalisation motives, enablers, and paths of location-intensive food service SMEs from the emerging Middle East and North Africa (MENA) region. It asks why, what and how to location-intensive food service SMEs from emerging markets internationalise? The aims is to provide a deeper understanding of firm internationalisation by examining a group for whom the purpose and methods of internationalisation appears to be obscure. To do this, the thesis introduces a more comprehensive account of firm internationalisation by identifying the three interrelated aspects of internationalisation, which are presented as motives, enablers and paths. This is followed by a review of the mainstream internationalisation theories and perspectives, before revealing important findings that have emerged from previous internationalisation research separately on the emerging markets, SMEs and services and these are drawn together into an overall research framework. The research method balances deductive and inductive approaches. It recognises existing research an theoretical frameworks, but allows for new themes to emerge inductively from the data. A multiple case study was adopted, with qualitative data collected through interviews with owners and top managers of purposefully selected case firms. Industry experts were also interviewed and relevant documents were reviewed to achieve triangulation and minimise bias. Data was explored and thematically analysed by coding into the pre-existing categories suggested by the conceptual framework, and this allowed new findings and themes to emerge. This exploratory study revealed a number of concepts that shaped a coherent approach to the interrelated aspects of internationalisation. Perspectives found in emerging market MNE literature are extended and offer useful insights for location-intensive service SMEs from emerging markets but other important themes emerged from the findings itself. the study suggests that asset augmenting motives, strategic and entrepreneurial enablers and outward and inward linked paths are important when explaining the internationalisation of these firms. These firms have strategic motives of increasing their organisational legitimacy in their home market primarily due to the entrance of well-established MNEs and consumer perceptions. The strategic entrepreneurship paradigm captures many of the internationalisation enablers of the case study firms, specifically the entrepreneurs' role in simultaneous opportunity seeking (either recognition or creation), and advantage seeking behaviour through research building. The paths pursued by the firms are found to be both outwardly and inwardly linked, in a way closely associated with Luo and Tung's (2007) springboard perspective. Finally, the case firms' internationalisation paths reflect a deviation from the born-again global viewpoint first presented by Bell et al (2001). This study advocates that emerging market service firms need to implement and coordinate a number of strategies simultaneously to upgrade their resources, due to the entrance of established foreign MNEs. This implies that foreign MNEs should recognise their own resource combinations that represent real value to local firms, and therefore re-examine whether further standardisation over adaption is better suited when entering certain host markets. This thesis highlights the importance of impression management to complement legitimacy in consumer-centred industries, and this is suggested as a rich avenue for future enquiry. Future research might also test the theoretical contributions made her, especially concerning the new motives, enablers and paths identified in this study.

Given the simultaneous demands of innovation and international expansion, how do young, internationalising, high-technology, small to medium enterprises (HTSMEs) develop their resource base? In recent years, this question has attracted increased interest in the field of international business (IB), with such firms seemingly contradicting established internationalisation theories. Existing research largely addresses this question through the use of a born global framework (Rennie 1993), grounded in the resource based view (RBV) (Barney, 1991), and/or the dynamic capabilities view (DCV) (Teece, 2007). However, born global literature fails to account for the firm's prior history, suffers from a success bias, and lacks an understanding of the nature of these firms. it has also been noted that the RBV and DCV are better suited to explaining the resource development of larger and typically older firms with generally well-established resource bases that have evolved over time (Connor, 2002; Teece, 2009). As an alternative theoretical lens, I build upon Elizabeth Garnsey's (1998) Theory of the Early Growth of the Firm (TEGF) - a theory too often neglected in the IB literature - which analyses growth in small, high-technology firms. While Edith Penrose in her Theory of the Growth of the Firm (TGF) was concerned with the growth of established firms (Penrose, 2009), Garnsey draws on a genuinely Penrosean lens to explore the development of the resource base in new firms. The TEGF is Penrosean in that it embeds open systems thinking, explains processes and mechanisms underlying development, and moves beyond simplified stage models of growth. Garnsey focuses on a general explanation of early firm growth and I extend her theory to incubated firms in the internationalising HTSME context. Given that the defining feature of internationalising HTSMEs is their technology base, it is surprising that the IB literature has offered little consideration of technology. The born global literature does not focus on the role of technology or provide a theoretical explanation of how a firm develops its technology base over time. Technology is typically treated as accepted, as fixed and pre-determined as a result. The TEGF examines early growth in firms generally, rather than high-technology firms and technology development specifically. Garnsey's emphasis on organisational and managerial aspects in the TEGF can be enriched by incorporating the evolution of the firm's technology base. To do this, I apply a social shaping of technology (SST) lens (Williams and Edge, 1996), which conceptualises technological development as a social rather than narrowly technical process. By providing an explanation for technology development from a SST perspective, I highlight the social dimensions associated with the development of the resource base over time. A SST perspective is, I argue, complementary to the TEGF and its open systems perspective. It allows me to account for the development of the technology base, something which has been missing from existing IB literature. The technology base of the eight case firms selected for this research was similar in that all were incubated within and spun off from a parent, a common parent in the case of seven of the firms, and were seeking to commercialise science-based, new-to-market innovations. I enhance the TEGF by problematising success and failure and focusing more deeply on how this journey unfolds in the high-technology context. In doing so, I make the point that success (rather than failure) is an outlier. A SST lens enabled me to recognise the complexity of the process of technology and resource base development which could result in multiple outcomes depending on contextual conditions. This offered deeper insights than simply focusing on an outcome in isolation (e.g. whether a firm survived or failed) (Wilson and Howcroft, 2000). From a social shaping perspective, I also realised how perceptions of what was considered as a technology success or failure were not predetermined but rather, subject to 'interpretive flexibility' (Rosen, 1993) among relevant social groups (RSGs) (Wilson and Howcroft, 2000). Understanding who decides and why they had the authority to decide required historical analysis that accounted for key stakeholders involved in shaping the success or failure of the technology. These RSGs also provided varying accounts of why case firms developed in the way they did, pinpointing the absence or presence of particular attributes or decisions of the firm. I explain the resource development processes of the case firms as the result of a complex array of 'forking paths' (Williams and Edge, 1996).

Due to globalization and other factors, the business environment of small and medium sized enterprises (SMEs) is radically changing. In order for these firms to cope with increased competition and business opportunities in globalised markets, they have to strengthen their innovative capabilities and internationalise their business activities (Rammer and Schmiele, 2008, p.3). In this paper, I investigate the determinants that drive highly technological SMES from Umea (Sweden) to other markets abroad and the paths followed by these SMES.The choice of Highly technological SMES (i.e. SMES with innovative solutions) is mainly due to the fact that they internationalise at a fast pace and often bypass the traditional methods of internationalisation proposed by the Uppsala model of internationalisation. The Uppsala model of internationalisation was used as a reference point where similarities and discrepancies between findings was analysed. In addition to this, a general analysis on how managerial internationalisation strategies are drawn was carefully outlined. Core focus is placed on the importance of resource evaluation, proper entry modes, networking and the inclusion of deinternationalisation as a contingency plan in case the market becomes unresponsive due to rise in cost or high competitive pressures.   By carrying out a qualitative research and a cross-sectional analysis of some four firms operating in the highly technological sector of the Swedish economy, I obtained findings that; Swedish SMEs do not seem to be pushed to internationalisation by increased competition (such as threat of market position through new entrants or a fierce price competition), but rather go abroad with innovative activities when they have a niche market position, i.e. a low number of competitors and a patent-based technology advantage (Rammer and Shmiele,2008,p.3). Concerning the paths followed by these SMEs to international markets, I outlined that the starting point of SMEs is to carry out an evaluation of their resources (physical, human and financial).Careful evaluation of these resources will enable managers detect if the company can cope with foreign expansion. With this information, they can seek for resources that are not internally possess by the company through establishing networks with distributors, firms, suppliers and their customers. With this network, the firm can obtain both market specific and general knowledge of the foreign market. With all this information at hand, the entry mode must be considered. It is of great importance because the cost and risk involve in foreign markets are mostly associated with the chosen entry mode. Because international expansion involves taking risk, I advise managers on setting up a threshold where they can withdraw if the value of the firm begins to drop. However, I urge them to be careful not to withdraw either prematurely or too late. Therefore, I conclude that though international expansion can help SMEs overcome resource constraints, they should however be careful on how they internationalised by following the paths I outlined.       Keywords; Internationalisation, Networking, Resourced Based Perspectives, International Entry Mode, SMEs, Deinternationalisation

An increasing number of small and medium-sized enterprises (SMEs) expand their businesses into foreign markets. Some SMEs begin to operate abroad soon after their establishment. These so-called born globals demonstrate a more rapid internationalisation compared with other SMEs. This thesis develops a deeper understanding of the internationalisation process of SMEs, by studying how born globals and other SMEs develop foreign market knowledge during the international expansion. The internationalisation process is divided into three phases; the pre-firm internationalisation phase, the initial internationalisation phase and the continued internationalisation phase. Based on a qualitative study of 14 biotech SMEs and a questionnaire survey of 188 SMEs from various industries, new insights on the internationalisation process of SMEs and born globals are presented. By extending the analysis of SMEs’ internationalisation to a phase prior to their establishment and by continuing to follow these firms during their operations in foreign markets, the findings of this thesis show how the knowledge and personal networks of key individuals relate to the firm’s development of foreign market knowledge. The thesis also advances the understanding of how an SME develops foreign market knowledge from its business network relationships. In summary, the result of this thesis shows that a rapid expansion in several foreign markets can hold back an SME’s development of foreign market knowledge and lead to difficulties in developing the firm’s operations in the continued internationalisation phase.
Diss. Stockholm : Handelshögskolan, 2009. Sammanfattning jämte 6 uppsatser

A number of researchers suggest that the development of Internet technologies, especially the World Wide Web, provides new opportunities for Small and Medium-sized Enterprises (SMEs), because the Internet has the ability to assist SMEs to extend their activities into customer base in international markets. Although there is extensive research focusing on business-to consumer marketing, no significant studies have looked at business-to-business marketing, especially the manufacturing SMEs sector. This thesis examines how the Internet relates to manufacturing SMEs and reviews how manufacturing SMEs internationalise. In particular, this thesis concerns how industrial networks/relationships impact on the use of the Internet for manufacturing SMEs and their international operations. This thesis reviews relevant areas of literature in industrial network perspectives, internationalisation, capabilities and the Internet. A conceptual framework derived from the literature review is also presented. The conceptual development provides a framework for the subsequent research strategies. The empirical data consists of ten in-depth case studies from different types of manufacturing SMEs and industries within the UK. A cross-case analysis was then carried out which leads to the finalised framework. One of the key contributions of this thesis is the development of the SCIM (SME Capability for the Internationalisation of Manufacturing) framework. The framework provides an overview of an industrial network in relation to the manufacturing SMEs' capability development, and factors such as the Internet and industrial environment that need to be considered for their international business decisions. The findings reveal key components that have direct impact upon manufacturing SMEs when engaging in network business activities. Moreover, the findings elaborate the influence of the Internet for manufacturing SMEs for their international business operations and internationalisation strategies. Finally, the implications for practice and directions for future research are highlighted.

How does the SME internationalisation network develop across institutional distance and why? In order to understand and explain the process of SME internationalisation network development between a developed economy (the UK) and an emerging one (China), a conceptual research framework was first developed from the integration of theories of small firm internationalisation (Child and Hsieh 2014; Coviello 2006; Jones and Coviello 2005), social networks (Burt 1995; 2011; Jack 2010; Slotte-Kock and Coviello 2010) and institutions (North 2009; Peng 2003; Scott 2008). Welch et al.'s (2011) 'contextualised causal explanation perspective’ was then applied in an empirical context, through the in-depth study of three cases of SME network development between Scotland and China, which resulted in findings that underline the interconnectedness between formal and informal institutions and their effects on the phenomenon. The thesis ultimately offers a causal explanation process model of SME internationalisation network development across institutional distance, answering calls from the internationalisation literature (Jones et al 2011) for a greater understanding of how and why institutions (Eden 2010) - and informal institutions (Sartor and Beamish 2014) in particular – matter.

This thesis reports a study of the internationalisation processes of 16 industrial SMEs located in the county of Jönköping (Sweden). More specifically, it identifies changes in international strategies, identifies reasons why changes are undertaken and discusses how these changes can be understood when placed in the context of the internationalisation process. The findings show that industrial SME managers tend to stress the importance of foreign sales but are often much more reluctant to buy products abroad. This means that while changes in foreign sales market strategy occur frequently in many firms, the process of foreign sourcing market expansion unfolds more slowly, involving fewer markets. The findings also indicate preferences for a low degree of complexity in foreign sales and purchasing. Therefore, industrial SMEs typically become involved in more complex ventures like foreign subsidiaries only when this is perceived as necessary, for example when there is risk of losing a foreign market. Mostly, changes in industrial SMEs’ international strategies are undertaken as responses to external opportunities, such as unsolicited orders. Changes much less frequently find their origin in internal initiatives. This pattern appears to pervade throughout the internationalisation process, even if a more critical attitude towards potential changes arises with increasing experience.

The need for this research stemmed from the fact that most of what we know about the internationalisation of small and medium enterprises (SMEs) emerges from developed countries; little is known about internationalisation of African SMEs or, in particular, South African SMEs. The impact of globalisation, trade liberalisation, and technology advancement on SMEs is that they face increased competition right on their doorstep. To remain in existence and sustain their growth, SMEs are concertedly seeking opportunities in foreign markets. In order for SMEs to succeed and exploit international opportunities, they develop and rely on networks to compensate for their liability of foreignness, as well as their lack of resources in terms of finance, marketing, human capital, reputation, and technology.This research investigated the effect of resource acquisition networks on the internationalisation of small and medium enterprises. The study involved SMEs who had internationalised their operations. Data were collected through unstructured interviews in Phase One and semistructured interviews in Phase Two of this research study, with SME owners and their managers who were responsible for international operations. The key focus was the three research propositions dealing with networks, which focused on three network characteristics: network diversity, network density, and network size.The findings show that the South African SME internationalisation process is highly influenced by resource acquisition networks. SMEs use their networks to exploit international opportunities by accessing resources that they lack internally. A highly diversified and highly connected network is significant to the SMEs’ opportunity identification of and access to resources, while the size of the network is quite important.
Dissertation (MBA)--University of Pretoria, 2013.
Gordon Institute of Business Science (GIBS)
unrestricted

This study is motivated by the need to improve the understanding of international entrepreneurship (IE) in emerging economies. Thus, the researcher conducted an in-depth case study of four Nigerian firms to investigate how divergent institutional conditions influence the processes of IE from emerging economies to developed economies. The findings of the study depict how entrepreneurial activity from emerging economies to developed economies can involve many sub-activities and processes to achieve opportunity identification, development, and exploitation. This process which appears disruptive is significantly supported through resource acquisition and development. However, this process of IE is heavily shaped by the institutional conditions of the international entrepreneur’s host and home markets. The institutional environment impeded growth and entrepreneurial aspirations while simultaneously facilitating access to resources, reducing risks and providing legitimacy to the firms. These simultaneous effects of institutions constrained strategic choices of the entrepreneurs and by so doing, shaped the means and processes by which they identify and execute international opportunities. The major contributions of this thesis include the validation of New Institutional Economics (NIE) framework for the examination of IE processes and empirical evidence demonstrating how entrepreneurial activity from emerging economies to developed economies can involve many sub-activities and processes to achieve opportunity identification, development, and exploitation. Also, the study guides emerging economy managers and entrepreneurs on ways to effectively manage their liabilities of smallness and foreignness. Lastly, the study provides some policy recommendations to facilitate the development of a conducive environment for entrepreneurship and IE to flourish in Nigeria.

This study examined the different roles of social capital (i.e. efficacy, serendipity, and liability), network relationships, network closure and structure important to the internationalisation process of high technology International New Ventures (INVs). Although there has been a growing recognition of the role of social capital in the internationalisation process of firms, research into the three roles of social capital and their interrelation with network closure and structure is a research area that very few empirical studies exist. This study seeks to fill this gap by gaining rich insights into the internationalisation process of high technology INVs and by exploring the importance of strong and weak ties mechanism in early and later international market entries. In this study social capital is the sum of actual and potential resources that derive from network relationships. The study built on qualitative data collected from nine in-depth case studies of Greek and Scottish software INVs. The multiple semi-structure interviews were carried out in 2013 and 2014 with founders and CEOs. The material of the nine cases was used to understand and explain the internationalisation process and how social capital and network relationship influence it. The case material analysis proceeded from within case analysis to cross-case analysis in order to explore common patterns and differences across the cases. A theoretical framework based on the existing gaps was developed and tested in this research. This study contributed to the literature on International Business (IB), International Entrepreneurship (IE) and Social capital by exploring the evolution of social capital diachronically. A new type of INV was found: the niche market INV, which strategically uses its social capital to capture and exploit new opportunities in foreign markets. New insights are given to which role of social capital becomes more crucial in initial and later international market entries. This study found that the efficacy role of social capital played an important role both in initial and later stages of internationalisation. However, the serendipity role of social capital was more important for companies with many structural holes that did not have the necessary network relationships to bridge them. This study showed that Greek and Scottish entrepreneurs have different backgrounds; Greek entrepreneurs lack previous international work experience. It was found that virtual social capital in the digital era is becoming more and more important. A number of implications for management practice, policy and education are presented for developed markets firm managers and governments in the fields of IE and IB.

This thesis has been created as a response to the growing interest among small and medium-sized business-to-business software developers to internationalise in order to grow their businesses. The initial study of the problem lead to the insight that a strategic mix of communication channels is a key success factor for an internationalisation. The purpose of this thesis was therefore determined to be to explore what and how different factors influence the effectiveness and efficiency of a business-to-business marketing communication mix strategy that leverages the brand, in the context of internationalisation of software developing small and medium-sized enterprises. Academic literature within three areas, related to the purpose of the thesis, was identified and discussed and presented in a frame of references. The first area concerned the development process of a strategic business-to-business marketing communication mix. Following this, the culture factor, including how communication is affected by cultural differences, was considered as a relevant area to study and add to the frame of references. Finally, the internationalisation process of business-to-business small and medium-sized enterprises was studied. Based on the study of academic theory, an analytical model was constructed and targeted issues for each area identified for the subsequent empirical study. An explorative case study approach was found to be suitable for the purpose of the thesis. It was performed by conducting qualitative interviews with representatives of the studied case company as well as a selection of its customers. Additional secondary data was withdrawn to triangulate with the primary data for the analysis of culture. By applying the analytical model to analyse the empirical evidence, using the academic theories and models from the frame of references, insights were generated and conclusions could be drawn. The analysis found that a key success factor is to build credibility in the eyes of prospects, regardless of where they are on the journey from being unaware of the company to becoming loyal customers. This is due to the risk avert nature of business-to-business decision makers. The most important factor for establishing credibility is to be able to show strong customer references, which makes nurturing present customer relationships a critical activity for success. Further, it was firmly established that the particularly long sell cycle that characterises the software industry in which the studied case company operates in, requires the communication channels to be integrated in order to be effective for the whole customer journey. Channels through which the communication can be adapted to suit a specific audience should be prioritised. Also, cultural differences and similarities should be considered, especially when it comes to views on power and the level of social restraint in the country to which the internationalisation is directed. The digitalisation of communication is a trend that evidently has a significant impact on the effectiveness of a marketing communication strategy. Digital communication channels are becoming increasingly relevant and suitable for communicating customer references, demonstrating product features and conveying corporate brand messages. By developing a business-to-business digital marketing communication strategy that is culturally adapted, the preconditions for the internationalisation of small and medium-sized enterprises are improved. On a final note, this Master’s thesis has identified a number of factors that influence the effectiveness and efficiency of a business-to-business marketing communication mix strategy that leverages the brand, in the context of internationalisation of software developing small and medium-sized enterprises. While this has contributed to academic theory, the findings concerning how these factors influence the effectiveness and efficiency provide practitioners with actionable insights. It is therefore the belief of the authors of this Master’s thesis that the content of this report can help managers of internationalising software developing small and medium-sized enterprises in their communication strategy development process.

Globalisation has challenged small and medium enterprises (SMEs) to internationalise. Consequently, the academic world produced extensive publications on how SMEs approach the internationalisation process and what inhibits their export-based expansion. However, during the last decade, growing attention towards sustainability led to the creation of a new form of entrepreneurial organisation: social enterprises. Social enterprises combine an economic goal with the objective to generate a positive impact on society, focusing on social inclusion or environmental issues. The purpose of this study is to investigate if internationalisation theories on SMEs and on export inhibitors apply to social enterprises. The problem has been investigated by conducting a qualitative content analysis of interviews with C-level managers of social enterprises, with a social or environmental focus. The research contributed to validate the applicability of four internationalisation models to social enterprises. The results show a correlation between business and internationalisation maturity and the influence of the social purpose on social enterprises' internationalisation. Hence, theoretical shortcomings that need to be addressed have been identified. Lastly, the study found that social enterprises are subject to the same export barriers of SMEs. The research has been carried in collaboration with Oscar Ohlström, from Stockholm University (SU). Hence, two master thesis reports have been produced. The first is the following one and, the second has been published under the title of "Internationalizing ForProfit Social Enterprise”. Some sections of the documents have been co-written and, they are present in both reports.
Globaliseringen har utmanat små och medelstora företag (SME) att internationalisera. Följaktligen producerade den akademiska världen omfattande publikationer om hur små och medelstora företag närmar sig internationaliseringsprocessen och vad som hämmar sin exportbaserade expansion. Under det senaste årtiondet har dock ökad uppmärksamhet mot hållbarhet skapat en ny form av entreprenörsorganisation: sociala företag. Sociala företag kombinerar ett ekonomiskt mål med målet att skapa en positiv inverkan på samhället, med inriktning på social integration eller miljöfrågor. Syftet med denna studie är att undersöka om internationaliseringsteorier om små och medelstora företag och exporthämmare gäller sociala företag. Problemet har undersökts genom att genomföra en kvalitativ innehållsanalys av intervjuer med chefer på C-nivå för sociala företag med socialt eller miljömässigt fokus. Forskningen bidrog till att validera tillämpligheten av fyra internationaliseringsmodeller till sociala företag. Resultaten visar en korrelation mellan mognad för företag eller internationalisering och socialt inflytande på socialföretagenas internationalisering. Därför har teoretiska brister som behöver åtgärdas identifierats. Slutligen fann studien att sociala företag är föremål för samma exportbarriärer för små och medelstora företag. Forskningen har genomförts i samarbete med Oscar Ohlström, från Stockholms Universitet (SU). Därför har två masterprojekt rapporterats. Den första är den följande och den andra har publicerats under titeln "Internationalisering för socialt företagande". Vissa delar av dokumenten har skrivits samman och de är närvarande i båda rapporterna.

Small and medium enterprises (SMEs), which represent around 95% or more of the total number of enterprises in many countries, are often considered critical for a country's economy because of their effects on economic output and their contribution to overall employment. However, as a result of globalisation and the deregulation of the New Zealand economy, SMEs in this country have been faced with the need to internationalise in order to grow because of increased domestic competition. Moreover, when they make their move to offshore markets they also face fierce competition. Hence, it is in this largely integrated and competitive global marketplace that it becomes critical for smaller firms to learn about international business to succeed. Therefore, this thesis aimed to understand and explain how internationalising NZ SMEs learn and develop knowledge throughout their internationalisation process. To frame this problem an extensive review of the literature on internationalisation, organisational knowledge and organisational learning was conducted. This assessment revealed a gap related to the evolution of learning and knowledge in SMEs' internationalisation process. It also identified the incremental and born-global internationalisation types, two more common and distinctive internationalisation paths that SMEs follow. The literature described the several common forms of knowledge that played more or less critical roles in these firms' internationalisation. Furthermore, extant research also stated that experiential learning and other learning processes were important for the internationalisation of these firms but it did not delve into the development of these learning processes over time. Finally, the evaluation of the knowledge and learning literatures identified three most distinctive and important forms of knowledge that organisations develop as a result of several learning processes. Anchored on the research problem and the specific research questions, derived from the literature review, and framed by a post-positivist worldview, this study developed a methodology that combined theory building, process-based research and case studies to address the problem. More specifically, the methodology involved the selection of and collection of historical, or retrospective, data from eight cases, four incremental and four early-internationalising firms. The data collected through interviews and document analysis was examined using different process analysis techniques. This research has found that there were important differences in the incremental and early-internationalising firms' learning and knowledge during their creation. Furthermore, the early-internationalising firms identified and implemented an internationalisation strategy from the beginning. Thus, the knowledge about international markets and products acquired through congenital learning and their initial intention to offer their products offshore allowed the early-internationalising firms to expand internationally from their creation or soon after. In contrast, the incremental firms only decided to internationalise after they learned from their experience in their domestic market that they had a successful product that had international potential. Besides their initial internationalisation strategy, or lack of it, and knowledge, other factors, such as firm resources, product and industry characteristics and previous learning and knowledge, influenced these firms' subsequent internationalisation strategy, learning and knowledge. Publication associated with this thesis: Pellegrino, J. (2005) Organisational Learning Processes in Internationalising Small- and Medium-Sized Enterprises: a Comparison between Traditional and Born-Global firms. Udevalla Symposium & McGill International Entrepreneurship Conference, Udevalla, Sweden, September 2005.

In our increasingly globalised world, supranational regions, nation states and individual country regions are progressively more in competition with one another. How the nation state and region can become more competitive and how this competitiveness can be measured is open to debate. This thesis presents work based upon two aspects that have been proffered as to how competitiveness at the country and region level can be explained, that is through investment (via Foreign Direct Investment (FDI)) inflows and through the development of enterprise and in particular the enhancement of the small firm in international markets. The theme that runs through the thesis is one of competitiveness and competence. The competence of the region to attract FDI and the competence of the entrepreneur and the SME to undertake internationalisation. The thesis begins by examining the concepts of national and regional competitiveness. Two of the determinants of national and regional competitiveness are then considered - FDI and the level of small firm activity/entrepreneurship. The paper analyses the empirical and theoretical work on FDI and considers how regional competencies/factors can be used to attract FDI. SME internationalisation and its impact on regional competitiveness are then examined, focussing on the resources and competences, at the level of the entrepreneur and the firm, which influence SME internationalisation. The thesis contributes to the richness of understanding of the complex relationship between the range of explanatory factors at a regional, national and supra-national level that influence inbound FDI. In particular providing a much better understanding of UK regional FDI inflows. The section on internationalisation of SMEs contributes to the understanding of entrepreneurial and firm competences through the study of small firms at the county level of Northamptonshire. This county is a relatively under-researched area in the study of SMEs and in the study of the county's SME activity in international markets it has been even more sparsely investigated.

This paper investigates the international entrepreneurial behaviour of Mittelstand firms (German small and medium sized enterprises). Analysis of a survey of the international marketing strategies of Mittelstand firms revealed three clusters of firms, two that had below and one above average international activities. None of the clusters displayed born global type of internationalisation processes. However, this does not mean that they adopt passive approaches to internationalisation. The results suggest that Mittelstand firms engage in entrepreneurial behaviour that is proactive and innovative but which is cautious, sequential, and risk adverse. The implications of this analysis for future research in the area of international entrepreneurship are considered.

Small and medium enterprises (SMEs) and the service sector have gained highly important roles in the strive for growth and economic welfare. World economy changes creates both international business opportunities and pressure for small and medium enterprises to internationalise. International market selection (IMS) is considered the most vital decision when creating an internationalisation strategy. Nevertheless, the lack of both research attention and empirical insights has created a knowledge gap. Investigate how Swedish SMEs in the knowledge-intensive service sector perform their IMS. By answering the research question, this study will contribute to greater understanding in both theory and practice. The purpose is to add to theory in the field as well as contribute with an additional IMS model for this specific firm type. Through examination of previous research, three main approaches to IMS have been identified: systematic, non-systematic and relationship. The research was assessed through a qualitative design, using semi- structured interviews with five representatives from different companies. The results demonstrates the importance of maintaining and creating relationships for the IMS-process. Combining previous research, insights from practitioners and empirical findings, a size and industry specific IMS- model was developed named the Boarding Step Model.

Le résumé en français n'a pas été communiqué par l'auteur
Our thesis has for purpose to explain how subcontracting SMEs evolving in changing and globalized space industry respond to institutional complexity whilst going international. We refer to the literature on SMEs’ internationalization: processual approaches, International Entrepreneurship, research investigating more specifically subcontracting firms and their modes of internationalization, as well to institutional logics perspective. We conducted a single-embedded qualitative case study in the space industry in France with five subcontracting SMEs, carried out 4 open-ended interviews, 35 semi-structured interviews, took part in 2 international events and 3 professional meetings and analyzed 830 pages of field material related to the space industry. Our analysis shows that social actors involved in space activities and SMEs perceive two institutional logics: Space as National Pride and Space as Global. These both logics drive institutional change which creates institutional uncertainty and institutional disequilibrium between French and international markets. Despite the same changing context, the five SMEs adapt different strategies reflected in different patterns of internationalization. We suggest that this variation may be explain by each SME’s receptivity to institutional change and more particularly by the meaning associated to the impact of change on firms’ activities perceived as: either local threat, status quo, ambiguity, international threat, or potential growth. Furthermore, we suggest that receptivity to institutional change and more particularly the attitude associated to the French space industry, with namely: loyalty to one big contractor, inconsistency, historical ties, new dynamic needed, and detachment may contribute to reinforce the type of strategy and to shape patterns of internationalization

Over the past few years, the accelerated internationalisation by SMEs from Emerging Markets (EM-SMEs) have been facilitating by the phenomenon of the Cloud Computing. This technology as a new strategic approach has become in the centre of attention of many scholars and pragmatists. Despite prevalent use of Cloud-Computing Utilisation (CCU) and fast-paced growth of using this technology among the EM-SMEs, yet few studies have been conducted to investigate the effectiveness of utilising this new technology to mitigate the internationalisation barriers of the EM-SMEs towards their accelerated internationalisation. Therefore, this research study endeavours to explore the effectiveness of the CCU in mitigation of the EM-SMEs’ internationalisation-barriers towards an accelerated internationalisation. The research survey was conducted online by SurveyMonkey with the use of random and snowball sampling methods for the collection of data from the top managers of 227 SMEs in different industries in two contexts of Iran and Turkey. A quantitative research methodology was conducted with the use of self-administrated questionnaires. In addition, the structural equation modelling (SEM) was used in data analysis by the use of IBM® SPSS® Amos software. The key findings of this research study shed light on the effectiveness of the CCU for the EM-SMEs to accelerate their internationalisation. The findings of this research confirm that the CCU enables the EM-SMEs to mitigate informational, operational, marketing and environmental barriers and consequently this technology enables the EM-SMEs to accelerate their internationalisation. This research study contributes theoretically in both International Business (IB) and Information System (IS) respectively by identifying and classifying the EM-SMEs internationalisation barriers, and by providing and confirming a series of effective the CCU’s solutions to mitigate the EM-SMEs’ internationalisation barriers. Moreover, this research study contributes methodologically by applying the SEM data analysis with the use of AMOS software in order to investigate the effectiveness of the CCU as well as quantifying the magnitude level of EM-SEMs’ integration with CC based on the definition of cloud computing (CC) which has been defined by National Institute of Standards and Technology (NIST, 2011). Furthermore, the empirical outcomes of this research study contribute that the CCU facilitates the EM-SMEs to mitigate their informational, operational, marketing and environmental barriers towards an accelerated internationalisation. Therefore, this research contributes empirically to the EM-SMEs’ decision-makers and the cloud service providers (CSPs) in order to get the most out of this phenomenon.

Si le développement à l’international de certaines PME françaises sur le marché chinois a fait l’objet de nombreux reportages, et attire de plus en plus d’attentions du public ces dernières années, la situation globale de la présence de ce groupe d’entreprises de taille réduite en Chine reste méconnue. L’objet de cette étude est donc d’essayer de mettre au clair la situation de leur présence en Chine, et de proposer une approche globale pour comprendre l’internationalisation des PME françaises sur le marché chinois. Une attention particulière est portée au cadre théorique de PME, au travers de réflexions tout au long de cette recherche, cette étude essaie de proposer une nouvelle approche de la compréhension de la PME et ses démarches d’internationalisation
While the international development of certain French SMEs in the Chinese market has been the subject of numerous reports and has attracted more and more attention from the public in recent years, the overall situation of the presence of this group of small and medium enterprises in China remains unrecognized. The aim of this study is therefore to try to clarify the situation of their presence in China and to propose a global approach to understand the internationalization of French SMEs in the Chinese market. Particular attention is paid to theories in SMEs, through reflections during this research, this study tries to propose a new approach to the understanding of SME and its procedures of internationalization

Since 1989 Austria's investment activities in Central and Eastern Europe has intensified. Investments are concentrated in adjacent countries. Geographical proximity and close historical and cultural ties have enabled even small and medium-sized Austrian enterprises to achieve a 'first mover advantage'. Investments have been performed to a large extent in industries that are typically not connected with outsourcing activities (trade, finance and insurance, construction). Market-driven factors and strategic considerations are the ultimate objective of these investments. Only a few sectors, in particular a so-called 'core' industrial sector (metal products, mechanical products, electrical and electronic equipment), indicate that low labour costs are of importance. Trade and sales data of the affiliates support the dominance of the local market. Whilst on average 66% of the affiliates output was sold locally this share was only 39% for the "core" industrial sector. This sector indicates particular patterns of relocation. Nevertheless, until now this part of Austria's FDI has only been of minor importance. (author's abstract)
Series: Department of Economics Working Paper Series

Purpose − Previous research has shown that Swedish Small-and-Medium enterprises (SMEs) have a relatively low level of digital maturity when it comes to export, thus limiting growth potential in international markets. This study aims at investigating this phenomenon with a focus on e-commerce, as it is among the top digital channels that have a large impact on international expansion. Factors influencing the usage of e-commerce channels within internationalisation by Swedish SME fashion retailers will be investigated.  Design/methodology/approach −The overall methodology used in this study is qualitative with an abductive mode of reasoning. The study follows a case study approach using multiple cases with interviews as the primary data source. Based on literature review, thirteen factors are identified to have a certain influence on the usage of e-commerce within internationalisation. Semi-structured interviews are conducted with seven cases to examine the identified factors from literature and explore new factors if possible. Findings − The results present eleven critical factors including eight identified factors from the literature together with five newly discovered factors. They are Relative Advantage, Perceived Usefulness, Compatibility, Costs, Customer Reachability, Branding and Advertising, Time-efficiency, Technology Competence & Configuration, Organisation Size, Competitive Pressure, and Main Product Features. These critical factors have various effects depending on companies’ business operations and the degree of online internationalisation. The results further confirmed that the Uppsala Model is still applicable in the context of Swedish SME fashion retailers internationalising with e-commerce.  Value − This study has contributed to the existing research on e-commerce and internationalisation in terms of the influence on firms’ e-commerce usage within internationalisation in the post-adoption phase, and under the specific business context of Swedish small-and-medium sized fashion retailers. Based on the conclusion, practical implications are offered for similar companies in this industry

SMEs are important for a country's economy, since they provide benefits such as entrepreneurship, employment, exports and productivity to an economy. An economy that shows substantial growth is usually characterised by a strong and growing SME sector. South African SMEs need to grow to create jobs and benefit the South African economy. One way that SMEs can become strong and grow is through internationalisation. Firms are internationalising faster than ever before (because of advances in telecommunications and transportation) and internationalisation theories that can provide practical guidance to firms are more important today than in the past. The motivation of the study was to identify the areas that the South African government can develop in order to transform the economy into an emerging economy that can be on par with the BRIC countries. SMEs make up a large part of the BRICS economies and they grow through exports. In order to be on par with the BRIC countries, it is necessary to compare South African exporting and non–exporting SMEs with those in the BRIC countries. This will help to identify areas where South African SMEs' competitiveness can improve, especially in South–South trade. The competitiveness of SMEs involved in exporting also tends to improve. Therefore, if SMEs' competitiveness improves, it may be less risky for them to internationalise, which can lead to them being able to export more successfully, grow as a result of exporting and so contribute to employment. The primary objective of the study was to make a comparison between the characteristics of internationalising SMEs in South Africa and the BRICS countries. Data was obtained from the World Bank Enterprise surveys to conduct an empirical analysis on firms in the BRICS countries. The empirical analysis provided descriptive statistics on internationalising firms and SMEs in the BRICS countries. The descriptive statistics was used to make a comparison between the characteristics of internationalising SMEs in the BRICS countries (primary objective). South Africa has the highest percentage of exporting SMEs, followed by India, Brazil, Russia and China. China had the most exporting SMEs with an internationally recognised certification. The top managers of Chinese exporting SMEs are higher educated than those in India and South Africa. SMEs in Russia internationalise at by far the youngest age and thus are likely to follow the rapid international theories. South African SMEs had the highest average age, meaning that SMEs first are established in the domestic market before they internationalise through exports. Internationalisation has become an important strategy for firms that want to achieve further growth, but it is also very tough to survive in the international market. An interesting finding of this study was that the two obstacles South Africa had in the top 5 namely, crime, theft and disorder, and electricity were not a top 5 obstacle for any of the other BRIC countries. Another objective of the study was to empirically determine the characteristics of internationalising SMEs in South Africa. SMEs in South Africa are more likely to internationalise through exports if they are, amongst others, older (longer established in the domestic market), have a larger market share in the South African domestic market, have a top manager with experience and a higher education level (some university training minimum) and have less competitors in the South African domestic market. The comparison between the characteristics of internationalising SMEs of the BRICS countries provided several lessons for the South African government and exporting SMEs. The areas or aspects that the South African government need to develop in order to transform the economy into an emerging economy that can compete with the BRIC countries, include assisting SMEs in exporting at an earlier age, improving the education levels of top managers in SMEs, increasing the national market share of SMEs and lessening, or even eliminating, obstacles like crime, theft and disorder as well as electricity. These aspects, together with the characteristics of internationalising SMEs in South Africa, are vital to improve SME competitiveness. Therefore, if SMEs' competitiveness improves, then it may be less risky for them to internationalise, which can lead to them being able to export more successfully, grow as a result of exporting and so contribute to employment.
Thesis (M.Com. (International Trade))--North-West University, Potchefstroom Campus, 2012.

Cette thèse aborde la thématique de l’internationalisation des petites et moyennes entreprises (PME) globalisées dès leur naissance ou peu de temps après, et nommées dans la littérature anglosaxonne « Born Globals ». Plus spécifiquement, notre recherche est focalisée sur l’approche décrivant les relations des « Born Globals » avec le réseau d'influence développé sur le territoire d’implantation des entreprises. Au delà des formes multiples de réseaux accompagnant les entreprises dans leur démarche d’internationalisation (relationnels, informels, personnels et territoriaux), nous pensons que le réseau d'influence joue un rôle dans l’internationalisation de ces PME. « Quel est le rôle du réseau d’influence dans l’internationalisation des « Born Globals » ?» Pour répondre à cette question, nous avons réalisé une étude auprès des « Born Globals » implantées dans la région de Kalouga en Russie.Les résultats de notre recherche nous permettent de définir les principales caractéristiques du réseau d’influence (les acteurs, les liens entre eux et les ressources qu’ils partagent avec les entreprises) dans l'internationalisation des « Born Globals », de cartographier ce réseau afin d'apprécier le rôle de chacun et de définir les étapes de l'intégration des « Born Globals » par le prisme de ce réseau sur un territoire donné. Ces éléments peuvent être exploités aussi bien par les théoriciens du point de vue des différentes étapes mises en évidence, que par les dirigeants des « Born Globals » lors de leur internationalisation dans d'autres pays et enfin par les pouvoirs publics qui cherchent à attirer des investisseurs étrangers et améliorer leurs prestations
The main topic of this thesis is the small and medium entreprises (SMEs) that go international from their inception or shortly after. These business organizations were named in the Anglo-Saxon literature "Born Globals". More specifically, our research is focused on the approach describing the relationships of the "Born Globals" with the influence network developed in the area of their currrent location. Beyond the multiple forms of networks supporting companies in their internationalization process (relational, informal, personal and territorial), we think that the influence network plays the most important role in the internationalization of SMEs. "What is the role of the influence network in the internationalization of "Born Globals"?" To answer this question, we conducted a survey about "Born Globals" located in the Kaluga region in Russia.The results of our research allow us to describe the main characteristics of the influence network (players, links between themselves and the resources they share with companies) in the internationalization of "Born Globals" and to elaborate the network map and to define the different integration phases of "Born Globals" in the local network. Our results can be used by academic researchers, managers and leaders of "Born Globals" in their internationalization process and finally by the government seeking to attract foreign investments and improve their performances

In today’s highly competitive global markets, companies compete in conditions of extreme economic, technological and socio-political instability. In many countries, because of the globalisation of markets, advances in transportation and communications technologies and the convergence of technologies of digital communication, more and more small and medium sized companies are pursuing opportunities in global markets. Globalisation has increased the level of competition, weakening barriers to entry in several markets; technology has accelerated the speed of structural changes in demand, reducing product and sector life cycles. These radical changes can neither be ignored nor avoided. In addition, they confirm that nowadays a global growth is necessary for every company. Especially in rapid changing and unpredictable global environments, where small and medium companies often operate, organisational capabilities contribute most to the expansion and performance in markets. Drawing on the Resource Based View and dynamic capability view, this PhD thesis explores the expansion into global markets of a sample of Italian manufacturing small and medium sized companies. In particular, given the growing importance of intangible assets as sources of competitive advantage, this work examines how some organisational capabilities affect the probability of a company being classified as a born global (that is, a company that has experienced early and rapid expansion into global markets) or as a traditional exporter (that is, a company that has experienced a more slow and gradual expansion into global markets). The logistic regression analysis confirms that entrepreneurial orientation and networking capability are significant determinants of born global. Furthermore, linear regressions analyses confirm firstly that born globals perform much better than their counterparts do and secondly that entrepreneurial orientation affects their performance on global markets. Finally, as an “emerging issue”, based on Market Driven Management Theory, this PhD thesis suggests that born global companies are similar to Market Driven Organisations because of their outside-in perspective, outward orientation towards opportunities, global proactive attitude and networking capability, which permit them to expand and outperform in global markets faster and better than competitors.

An industry is constantly affected by its environment and the changes that occur within it. These environmental forces are the drivers of the industry’s evolution and throughout its life an industry undergoes irreversible transformations, which creates an industry life cycle. The competitive pressure on firms has increased the importance of developing competitive strategies throughout the industry’s life. This becomes especially important when the industry reaches the decline stage. There are different strategies that are suggested for firms to undertake in a declining industry. However, these strategies do not consider small and medium-sized enterprises, thus they might not be the most suitable for these firms to undertake. In addition, international activities have not been seen as a way to increase performance in a declining industry. The purpose of this study is therefore to fill this gap by investigating how small and medium-sized enterprises seek to increase their performance in a declining industry. To fulfil this purpose, we have conducted a qualitative case study of four SMEs currently operating in a declining industry. The empirical data was collected through interviews at each case company.The theoretical framework includes the theoretical concept of the industry life cycle, strategies specific for declining industries, theories regarding how firm chooses to compete, and different theories regarding international activities. The chapter ends with a theoretical synthesis that is developed from the theories presented earlier in the chapter. The empirical chapter presents the findings from the interviews with the case companies.In the analysis, the theoretical framework is connected to the empirical data, and is the basis for our conclusions. After conducting this study we can conclude that small and medium-sized enterprises seek to increase their performance by undertaking a niche strategy as their end-game strategy, compete with a differentiations strategy, and by a large scope of international markets, which enables them to shift their market focus from unbeneficial markets to more beneficial markets.

[EN] This thesis investigates the type of domestic network strength and type of decisionmaking logic as causal conditions for achieving accelerated internationalisation in small and medium enterprises (SMEs) located in context of institutional voids. Furthermore, this dissertation explore the micro-mechanisms that connect the impact institutional voids, effectual networking and networks strength on the accelerated internationalisation of SMEs from Latin America. The existing literature shows discrepancies among researchers about the individual effect of networks strength, decision-making logic and institutional voids on accelerated internationalisation. Moreover, scholars argue that accelerated internationalization is a complex phenomenon that should be studied by identifying the complex relations among variables. However, it seems that no studies have explore this complex interaction and the connection among these factors. Consequently, researchers advise to increase the investigation about the effects of these variables on the accelerated internationalisation of SMEs. They have also suggest to incorporate effectuation and institutional voids to clarify these discrepancies. On this matter, researches warn that research on effectuation and internationalization is an emerging scientific field that lacks conceptual clarity. Recent studies also advice to move beyond foreign networks to explore the role of domestic networks on accelerated internationalization. Finally, there have been calls to advance research on Latin America that usually has been neglected in the existing literature. Therefore, this thesis aims to provide an approach based on three different methodologies: First, a bibliometric analysis to contribute to classify the literature of effectuation and internationalization, and identify its structure and key trends. Second, a fuzzy-set qualitative comparative analysis (fsQCA) to investigates which causal conditions contribute to accelerated internationalization among 33 contrarian cases (21 from Colombia and 12 from Peru) of SMEs from context with institutional voids. Results show that the combination of weak domestic ties and effectuation logic accelerated the internationalization of SMEs with fewer resource constraints. In contrast, strong domestic ties and causation behaviour lead to accelerated internationalization of SMEs with greater resource constraints. Based on these findings, an integrative model that linked the causal configurations to reach accelerated internationalization is developed. Finally, an ordered logistic regression of 2.987 SMEs from Argentina, Colombia and Peru, to examine the micro-mechanisms that connect institutional voids, effectual networking, networks strength and location on the accelerated internationalisation of SMEs from Latin America. Results show that (1) rural cities, instead of first- and second-tier cities, accelerated the internationalization process of the firm. (2) Institutional voids, effectual networks and strong local ties increase the likelihood of accelerated internationalization. Finally, (3) we found a robust and high interaction effect between effectual networking, significant institutional voids, strong local ties, size of the firm and rural cities location on accelerated internationalization. Based on the findings, a conceptual model is presented.
[ES] A partir del tipo de las relaciones de la red de contactos locales y la lógica en la toma de decisiones, esta tesis investiga las condiciones causales necesarias para que las pequeñas y medianas empresas (Pymes) que están situadas en contextos caracterizados por vacíos institucionales, logren tener una internacionalización acelerada. Adicionalmente, esta disertación explora los micro-mecanismos que conectan los vacíos institucionales, las redes efectúales y el tipo de relaciones (fuertes o débiles) con la internacionalización acelerada que presentan las Pymes de Latinoamérica. La literatura existente muestra discrepancias sobre el efecto individual que tienen las relaciones de la red de contactos locales, la lógica en la toma de decisiones y los vacíos institucionales sobre la internacionalización acelerada. Así mismo, los investigadores argumentan que este es un fenómeno complejo y por lo tanto, debería analizarse identificando las relaciones complejas que puedan existir entre las variables. Sin embargo, al parecer, ningún estudio ha explorado esta compleja interacción y la conexión que existe entre estos factores. En consecuencia, diversos estudios aconsejan ahondar en la investigación sobre los efectos que pueden tener estas variables sobre la internacionalización acelerada de las Pymes. Adicionalmente, han sugerido incorporar la efectuación y los vacíos institucionales como variables que pueden contribuir a aclarar estas discrepancias. Sobre este asunto, los investigadores advierten que la efectuación y la internacionalización, es un campo científico emergente que carece de claridad conceptual. Estudios recientes también aconsejan que la investigación vaya más allá de las redes internacionales para explorar el papel de las redes locales sobre la internacionalización acelerada. Finalmente, ha habido diversos llamados para avanzar en la investigación sobre América Latina, que es una región que generalmente se ha descuidado en la investigación existente. Consecuentemente, esta tesis tiene como objetivo desarrollar la investigación bajo tres metodologías diferentes: Primero, a través de un análisis bibliométrico que permite contribuir con la clasificación de la literatura, la identificación de la estructura y las tendencias de la investigación sobre la efectuación y la internacionalización de las Pymes. En segundo lugar, a través de un Análisis Cualitativo Comparativo (fsQCA por sus siglas en inglés) que contribuye a identificar las condiciones causales que favorecen la internacionalización acelerada de 33 casos contrarios (21 de Colombia y 12 de Perú) de Pymes localizadas en contextos con vacíos institucionales. El resultado de este estudio demuestra que la combinación de redes locales con lazos débiles y la lógica de la efectuación, contribuyen con la internacionalización acelerada de las Pymes que tienen menores limitaciones en sus recursos. En contraste, las redes locales con lazos fuertes y la lógica de causación, asisten la internacionalización acelerada de las Pymes que tienen una mayor limitación en sus recursos. En base a estos hallazgos, se desarrolla un modelo integrador que vincula las configuraciones causales que permiten obtener una internacionalización acelerada. Finalmente, a través de una regresión logística ordenada de 2.987 Pymes de Argentina, Colombia y Perú, se examinan los micro-mecanismos que conectan los vacíos institucionales, las redes efectúales, el tipo de relación con las redes de contacto y la localización con la internacionalización acelerada de las Pymes de Latinoamérica. Los resultados demuestran que las ciudades rurales, en lugar de las ciudades de primer y segundo nivel, aceleran la internacionalización de las empresas. Adicionalmente, los altos niveles de vacíos institucionales, las redes efectúales, las redes locales de lazos fuertes y localizarse en el área rural, aumentan la probabilidad de una internacionalización acelerada. Además, la investigación evidencia que existe un efecto de interacción fuerte y robusta entre las redes locales de lazos fuertes y los altos niveles de vacíos institucionales sobre la internacionalización acelerada. Este mismo efecto de interacción se da entre las redes locales de lazos fuertes y las redes efectúales y las redes locales de lazos fuertes con la localización en áreas rurales. Basados en estos resultados, se propone un modelo conceptual.
[CA] A partir de la mena de les relacions de la xarxa de contactes locals i la lògica en la presa de decisions, aquesta tesi investiga les condicions causals necessàries perquè les petites i mitjanes empreses (Pimes) que estan situades en contextos caracteritzats per buits institucionals, aconseguisquen tindre una internacionalització accelerada. Addicionalment, aquesta dissertació explora els micro-mecanismes que connecten els buits institucionals, les xarxes efectua'ls i el tipus de relacions (fortes o febles) amb la internacionalització accelerada que presenten les Pimes de Llatinoamèrica. La literatura existent mostra discrepàncies sobre l'efecte individual que tenen les relacions de la xarxa de contactes locals, la lògica en la presa de decisions i els buits institucionals sobre la internacionalització accelerada. Així mateix, els investigadors argumenten que aquest és un fenomen complex i per tant, hauria d'analitzar-se identificant les relacions complexes que puguen existir entre les variables. No obstant això, pel que sembla, cap estudi ha explorat aquesta complexa interacció i la connexió que existeix entre aquests factors. En conseqüència, diversos estudis aconsellen aprofundir en la investigació sobre els efectes que poden tindre aquestes variables sobre la internacionalització accelerada de les Pimes. Addicionalment, han suggerit incorporar l'efectuació i els buits institucionals com a variables que poden contribuir a aclarir aquestes discrepàncies. Sobre aquest assumpte, els investigadors adverteixen que l'efectuació i la internacionalització, és un camp científic emergent que manca de claredat conceptual. Estudis recents també aconsellen que la investigació vaja més enllà de les xarxes internacionals per a explorar el paper de les xarxes locals sobre la internacionalització accelerada. Finalment, hi ha hagut diverses demandes per a avançar en la investigació sobre Amèrica Llatina, que és una regió que generalment s'ha desatès en la investigació existent. Conseqüentment, aquesta tesi té com a objectiu desenvolupar la investigació sota tres metodologies diferents: Primer, a través d'una anàlisi bibliomètrica que permet contribuir amb la classificació de la literatura, la identificació de l'estructura i les tendències de la investigació sobre l'efectuació i la internacionalització de les Pimes. En segon lloc, a través d'una Anàlisi Qualitativa Comparativa (*fsQCA per les seues sigles en anglés) que contribueix a identificar les condicions causals que afavoreixen la internacionalització accelerada de 33 casos contraris (21 de Colòmbia i 12 del Perú) de Pimes localitzades en contextos amb buits institucionals. El resultat d'aquest estudi demostra que la combinació de xarxes locals amb llaços febles i la lògica de l'efectuació, contribueixen amb la internacionalització accelerada de les Pimes que tenen menors limitacions en els seus recursos. En contrast, les xarxes locals amb llaços forts i la lògica de causació, assisteixen la internacionalització accelerada de les Pimes que tenen una major limitació en els seus recursos. Sobre la base d'aquests resultats, es desenvolupa un model integrador que vincula les configuracions causals que permeten obtindre una internacionalització accelerada. Finalment, a través d'una regressió logística ordenada de 2.987 Pimes de l'Argentina, Colòmbia i el Perú, s'examinen els micro-mecanismes que connecten els buits institucionals, les xarxes efectuals, el tipus de relació amb les xarxes de contacte i la localització amb la internacionalització accelerada de les Pimes de Llatinoamèrica. Els resultats demostren que els alts nivells de buits institucionals, les xarxes efectuals, les xarxes locals de llaços forts i localitzar-se en l'àrea rural, augmenten la probabilitat d'una internacionalització accelerada. A més, la investigació evidencia que existeix un efecte d'interacció forta i robusta entre les xarxes locals de llaços forts i els alts nivells de buits institucionals sobre la internacionalització accelerada. Aquest mateix efecte d'interacció es dona entre les xarxes locals de llaços forts i les xarxes efectuals i les xarxes locals de llaços forts amb la localització en àrees rural. Basats en aquests resultats, es proposa un model conceptual.
Gil Barragán, JM. (2020). Effectuation, domestic network strength, institutional voids and accelerated internationalization: Evidence from Latin American SMEs [Tesis doctoral no publicada]. Universitat Politècnica de València. https://doi.org/10.4995/Thesis/10251/152489
TESIS

Hormis l'intérêt croissant que suscitent l'entrepreneuriat international et l'entrepreneuriat organisationnel comme nouvelles voies de réflexion, la recherche académique dans les deux champs ne semble pas suffisamment insister sur les processus et les dynamiques sous- jacentes de l'internationalisation rapide des PME et de la formation de leurs orientations entrepreneuriales (OE). La présente recherche se donne comme objectif de proposer une compréhension systémique des processus entrepreneuriaux de la PME à internationalisation rapide en plaçant la logique de identification des opportunités d'exportation au cœur de notre réflexion. Le travail s'achèvera par une modélisation qualitative expliquant le phénomène en question.La première partie de cette thèse est consacrée aux fondements théoriques de la recherche, abordant les concepts clés de notre cadre conceptuel. La deuxième partie aborde empiriquement la problématique de la recherche. Après une première analyse de contextualisation, sont présentés et analysés les résultats d'une étude de cas multiples, réalisées au sein de six jeunes PME exportatrices marocaines du secteur agro-industriel.La recherche met en évidence des vecteurs internes (connaissances, expériences et capital social) et des contraintes externes (nature de l'activité et caractéristiques du marché local) comme déterminants de l'internationalisation rapide des PME étudiées. Plus important encore, deux configurations différentes de l'OE sont décrites en relation avec deux logiques distinctes de identification des opportunités d'exportation (une logique de type causale et une autre de type effectuale)
Despite the growing interest in international entrepreneurship and organizational entrepreneurship as new ways of thinking, academic research in both fields does not seem sufficiently emphasize the underlying processes and dynamics of the accelerated internationalization of SMEs and the formation of their entrepreneurial orientation (EO). This research aims to provide a systemic understanding of entrepreneurial processes of the SMEs by placing the logic of determining export opportunities at the heart of our thinking. The work will conclude by a qualitative model explaining the phenomenon in question.The first part of this thesis is devoted to the theoretical foundations of research, addressing key concepts of our conceptual framework. The second part addresses the problem of empirical research. After an initial work of contextualization, are presented and analyzed the results of a multiple case study, conducted in six young Moroccan exporting SMEs in the agro-industrial sector.The research highlights the internal vectors (knowledge, experience and social capital) and external constraints (nature of the activity and the local market characteristics) as determinants of the accelerated internationalization of young SMEs studied. More importantly, two different configurations of the EO dimensions are described in relation with two distinct logics of determining export opportunities (causal logic vs effectuale logic)

This research aims towards gaining a deeper understanding in how a manager’s previous experience influence which foreign entry mode chosen by a Swedish SME, where the manager acts as the decision-maker. Interviews were held with managers from different Swedish firms in order to collect empirical data that thereafter were analysed. In order to get a deeper understanding as to how the experience influenced the choice of entry mode, a qualitative research were implicated. The theory is based upon a conceptual framework where the managers previous experience is divided into educational background, international experience and position tenure. Furthermore, the conceptual framework includes the Uppsala Model, which the thesis is based upon, and entry modes as this is where focus lays. From the conceptual framework, the empirical findings and analysis is structured as a combined chapter. Based on the theory, empirical findings and analysis, a conclusion is presented, with the aim of answering the research question and also to fill the research gap regarding how a manager’s previous experience influence the choice of entry mode for Swedish SMEs. That a manager’s previous experience influenced was understood, however, that international experience influenced the choice to a higher extent is presented. An additional main implication is how the manager could be placed in line with the Uppsala Model, where the choice of entry modes can vary and incrementally shift to another entry mode as a manager gain experiential knowledge.