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International market selection and growth strategies for niche firms

Author

Listed:
  • Kjell Toften
  • Trond Hammervoll

Abstract

The purpose of this study is to investigate international market selection processes and strategic growth directions of niche firms, by studying the bases for selecting new international markets and which strategic directions niche firms follow in their pursuit of growth. The methodology was based on qualitative research with in-depth interviews of key personnel, and data from six niche firms in the wine and food industries are analysed. The findings suggest that niche firms expand internationally by developing and exploiting long-term relationships with downstream channel partners, such as importers. Furthermore, the strategic directions for expansion are based on penetration, product development, and market development.

Suggested Citation

  • Kjell Toften & Trond Hammervoll, 2011. "International market selection and growth strategies for niche firms," International Journal of Entrepreneurship and Innovation Management, Inderscience Enterprises Ltd, vol. 13(3/4), pages 282-295.
    • Handle: RePEc:ids:ijeima:v:13:y:2011:i:3/4:p:282-295
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    Cited by:

    1. Erik E. Lehmann & Julian Schenkenhofer, 2023. "The Evolution of Hidden Champions as Niche Entrepreneurs," Foundations and Trends(R) in Entrepreneurship, now publishers, vol. 19(4), pages 340-446, July.
    2. Mathews, Shane & Bianchi, Constanza & Perks, Keith J. & Healy, Marilyn & Wickramasekera, Rumintha, 2016. "Internet marketing capabilities and international market growth," International Business Review, Elsevier, vol. 25(4), pages 820-830.
    3. Bianchi, Constanza & Mathews, Shane, 2016. "Internet marketing and export market growth in Chile," Journal of Business Research, Elsevier, vol. 69(2), pages 426-434.

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