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How Do Smaller Firms Select Foreign Markets?

  • Musso, Fabio
  • Francioni, Barbara

The purpose of this paper was to analyze the internationalization of small and medium-sized enterprises (SMEs) in relation to international market selection (IMS). To accomplish this, an investigation of the primary factors influencing SMEs’ choice when selecting international market in a systematic way was conducted. In addition we sought to understand whether there was a relationship between the systematic approach in IMS and the characteristics of SMEs. Results revealed that the majority of SMEs adopt a non-systematic IMS. However, in the case of SMEs following a systematic approach to IMS, the study pointed out that SMEs are influenced by firm-specific and host country factors, but not by entry barriers like geographic and cultural distance. In addition, results illustrated the existence of a relationship between systematic IMS and firm size.

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File URL: http://mpra.ub.uni-muenchen.de/49117/1/MPRA_paper_49117.pdf
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Paper provided by University Library of Munich, Germany in its series MPRA Paper with number 49117.

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Date of creation: 25 Sep 2012
Date of revision: 02 Nov 2012
Publication status: Published in International Journal of Marketing Studies 6.4(2012): pp. 44-53
Handle: RePEc:pra:mprapa:49117
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Web page: http://mpra.ub.uni-muenchen.de

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  15. Musso, Fabio & Francioni, Barbara, 2011. "Foreign Markets Entry Mode Decision for Italian Small and Medium-Sized Enterprises," MPRA Paper 50067, University Library of Munich, Germany, revised 31 Oct 2011.
  16. Andersen, O. & Buvik, A., 2002. "Firms' internationalization and alternative approaches to the international customer/market selection," International Business Review, Elsevier, vol. 11(3), pages 347-363, June.
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