internationalisation of SMEs

Purpose
The purpose of this paper is to comprehensively explore marketing issues for foreign industrial companies of large, small and medium size entering emerging markets (EMs), particularly transition economies in Eastern Europe. The vast majority of current studies about emerging markets focus only on defining suitable strategies related to large consumer goods corporations.

Design/methodology/approach
The research adopted a multiple case study approach. Five Italian companies belonging to different business-to-business industries that have entered emerging countries in Eastern Europe were selected for investigation.

Findings
Empirical analysis uncovered recurring issues related to: institutional factors causing market uncertainty and instability; difficulties in building a sales network; a need for product adaptation to guarantee satisfactory performance; choices related to communication, branding and trade fairs; and considerations about competition and first mover advantage. Results can be interpreted as an extension of the analysis of institutional voids by Khanna and Palepu (1997).

Research limitations/implications
The study is based on the analysis of five case studies of companies operating in specific emerging markets, namely in Eastern Europe Countries (EEc) Further research based on different samples and different emerging countries is needed before generalizing results.

Practical implications
The study shows that the main institutional void affecting business-to-business companies entering emerging markets (EEc) is the lack of locally developed sales and after-sales networks. This institutional void slows the entry process of business-to-business companies in EMs. Given these constraints, from the perspective of business-to-business SMEs, it may be fruitful to pursue niche positioning in EMs.

Originality/value
The study analyzes emerging markets opportunities and entry strategies from the business-to-business marketing perspective, uncovering the most critical issues.

Abstract
Purpose – This study, a systematic review, focuses on the internationalisation of small and medium-sized
enterprises (SMEs) originating in developing countries. It critically analyses, evaluates and synthesises studies
featuring formal and informal institutions, embedded in social and business networks, as a marketing solution
for institutional voids. The review shows that current international marketing studies downplay the role of
informal institutions in the internationalisation of SMEs. Thus, the authors set a new research agenda for
advancing the institutional theory to account for the impact of informal institutions and networks on firm
internationalisation.
Design/methodology/approach – This review followed five structured stages, including framing the
research questions, identifying relevant studies, assessing their quality, summarising the evidence and
interpreting the findings. Based on the systematic approach, 434 papers (374 from Web of Science, 60 from
Scopus) were generated. Following that, the authors applied the qualitative inclusion/exclusion criteria, which
yielded 63 papers. Their analysis involved three authors, with the fourth author focusing on ensuring quality in
the analysis.
Findings – The study findings invite a different line of theorising market structures and processes focusing on
the role of networks as an alternative to formal institutional systems. The outcome of our review suggests that
there is scope for developing the institutional theory that account for the role of informal institutions and
networks.
Originality/value – Based on the analysis, we call for new theorisation, in the international marketing
literature, which accounts for informal networking amongst internationalising SMEs in the light of
institutional voids. Thus, the authors promote novel participatory, bottom to top understanding of relationship
between institutions and enterprises.
Keywords SMEs, Networks, Internationalisation, Barriers, Institutional voids, Systematic review
Paper type Literature review

Purpose – To increase understanding of the internationalization of family firms; to investigate how the framework by Bell et al. (2003) on the internationalization patterns of firms could explain the internationalization pathways taken by family-owned SMEs; to identify typical patterns and features in the various pathways taken by family-owned SMEs.

Design/methodology/approach – This paper reports findings from an in-depth multiple case study with eight Finnish family-owned SMEs.

Findings – The ownership structure had the most important role in defining the internationalization pathways followed by the family-owned SMEs: a fragmented ownership structure led to traditional internationalization pathway whereas a concentrated ownership base led to born global or born-again global pathways.

Practical implications – Family entrepreneurs should carefully consider the division of ownership and seek to build new relationships in foreign markets in addition to their primary cooperators.

Originality/value - In this study, we extend the integrative model of small firm
internationalization by Bell et al. (2003) toward family-owned SMEs. Secondly, this study highlights the most important dimensions in the different internationalization pathways of family SMEs. Thirdly, it integrates the ownership dimension within discussion on differing internationalization pathways. Fourthly, it utilizes a family business specific perspective (the
stewardship perspective), in order to understand the specific features of internationalization among family SMEs, and also how these features differ between family SMEs and other firms.

As regards the process of internationalization of a district, it is noted that the best solution is a fast and complete evolution. The more the process is uniform and rapid, the less likely the differences of interests and strategies internal to the district, which could compromise its functionality. With a slow, partial and discontinuous transition, they are possible sources of inefficiency: at the expense of those who decentralise production, because they do so without the typical advantages of the district, and of those who do not decentralise production, since they loose ties with firms that outsource. A particular source of inefficiency, of incomplete internationalization of the district, arises for suppliers of firms that internationalize production. The latters, in competition on international markets, usually react by increasing the content of production quality, spilling part of this burden on suppliers that adapt with difficulty, since in mature industries (such as that of the Treviso Province) the technology has decreasing marginal returns. The more relevant question, however, relates to the overall effects on the district network. The critical matter seems to be the distinction between core competences, which would desirable to maintain in the original location, and knowledges and services that instead can be distributed in the global network. This is the fundamental theme of the general process of decentralization of production internationally. On the other hand, decentralization seems a necessary way to alleviate the ceaseless process of extensive development that seems perpetuate in the Province, in the Veneto and in the Northeast. The problem is even more relevant: the productivity of local industry grows less production. It can be said that the phenomenon is due to excess of flexibility of local SMEs, by over-investment in working capital compared to the fixed capital, which in the long run can impoverish the process of technological innovation. An extensive development usually compromises the quality of the environment, leads to the collapse of the infrastructure network and consumes increasing portions of territory.

Purpose: This paper aims to study and explore the activities and the use of institutional network resources by industrial business associations (IBAs) to support and facilitate internationalisation processes of small and medium enterprises (SMEs). Other goals are to understand the internationalisation follow-up process and the future vision of IBAs to improve this internationalisation support. Design/methodology/approach: Based on empirical evidence and following an abductive approach, this paper presents a qualitative exploratory field research, providing insights from interviews performed with 20 IBAs based in Portugal. Findings: Findings suggest that the current institutional network support to internationalisation is mainly provided through: (i) promotional activities; (ii) counselling, training, and technical and legal support; (iii) information sharing; and (iv) cooperation with other institutional entities. Each support category is explored and explained and a new conceptual model is developed to represent these findings. Regarding the internationalisation follow-up, IBAs provide a continuous support for the international operations by using some instruments and mechanisms to assist SMEs after an internationalisation initiative. Finally, collaboration and the use of new information technology (IT) are the main aspects to improve IBAs' support in a near future. Research limitations/implications: The qualitative methodological approach adopted in this work can imply a larger difficulty to obtain a generalisation of the findings. Another limitation is that the participating IBAs are based in only one country. Practical implications: Findings can help SMEs to understand the functioning and the benefits of using the institutional network resources of IBAs in overcoming their lack of resources to operate in international markets. IBAs can also understand their current position in terms of internationalisation support and think about new ways for improving this support. Originality/value: This paper contributes to a better understanding of the influence of institutional networks in SME internationalisation by exploring the specific role of one of the institutional actors, rather than focusing on the institutional network as a whole. Therefore, this study details the current activities and uncovers other types of support provided by IBAs that are not based on export promotion programmes. New knowledge is also obtained about the specific information content, information sources, and means and channels of information sharing used by IBAs for supporting SME internationalisation.

Ekonomik sistemin sağlıklı olarak işleyişiyle Küçük ve Orta Boy İşletmelerin (KOBİ) sistem içindeki varlıkları ve güçleri arasında yakın bir ilişki vardır. KOBİ’lerin çoğu, büyük işletmelerin yerine getiremediği bir takım fonksiyonları yerine getirdikleri için sisteme olumlu katkıda bulunmaktadırlar.

      KOBİ'lerin, sadece ekonomik hayatta değil, sosyal hayatta da önemli rolleri vardır. KOBİ'ler, ülkede geniş bir alana yayıldıkları için bölgesel gelişmişlik farklarını gidermede, mülkiyeti geniş bir alana yaymada, istihdam olanağı meydana getirip, bunu sürdürmede ve demokratik hayatı canlı tutmada önemli bir güçtür. KOBİ girişimcilerinin mülkiyet tutkuları, başarılı olma arzuları, cesaretli adımları ve yatırım yapma istekleri siyasi istikrarın da temel mekanizmalarındandır. KOBİ’ler artan rekabet ortamında kendilerinden beklenen temel işlevleri yerine getirebilmek için her geçen gün daha fazla finansman kaynağına gereksinim duymaktadırlar.

    Küçük ve orta ölçekli işletmeleri tanımları yönüyle ele alarak, KOBİ’lerin temel sorunlarını, sorunlarını çözmeye yönelik çalışmalarını, Türkiye ve AB’ de KOBİ’lere yönelik devlet yardımları başlıkları altında ele alacağız.

This paper examines the dynamic that is generated between the main traits of Entrepreneurial Orientation (EO) –autonomy, innovativeness, risk-taking, proactiveness, and competitive aggressiveness– and network relationships for the international expansion of a business. The current study uses a qualitative case studies approach. The main form of data collection was personal interviews with predominantly managing directors, chief executive officers, export managers, and marketing managers. Our findings suggest that some components of the EO construct reflected by all of the cases are tools to exploit, maintain, and reach foreign markets. The network relationships become a vital component of the entrepreneurial traits reflected by each case.

The influence of different orientations on firm performance has been widely analysed in developed countries, but little is known on how strategic orientations affect new market entry and internationalisation speed in the distinctive operating environment of emerging markets. To address this gap, this study investigates how strategic orientation affects firms' new market entry and early internationalisation in the emerging market of Malaysia. We interviewed key representatives of 14 internationalised SMEs, focusing on the critical components of strategic orientation that facilitate a firm's new market entry and early internationalisation. The findings reveal that entrepreneur and market orientations are critical for new market entry through management commitment and market selection. Learning and networking orientations are critical for internationalisation speed through firm competencies. Managers can accelerate their firms' internationalisation process by cultivating similar characteristics.

Developing marketing capabilities in response to competition under volatility, uncertainty, complexity, and ambiguity of high-tech markets is the constant urge for high-tech firms nowadays. Creation of online collaborative communities can be an efficient tool for high-tech companies to capture, adapt and internalize knowledge and information needed for enhancing their organizational capabilities. The key factor of success in this process is ensuring learner's active involvement.

Information is a crucial asset to successful internationalization, as it allows to reduce risks and uncertainty and to facilitate international expansion. Information about foreign markets and activities can be obtained by companies from internal or external sources, and in formal or informal ways. Industrial business associations (IBAs) are one of the external information sources. Due to their resource constraints, small and medium enterprises (SMEs) tend to highly depend on the services and information of IBAs to expand their business overseas. However, to improve their role in supporting SME internationaliza- tion, one important development is for IBAs to evolve towards more collabo- rative networks, by sharing more organized and valued information with their associates, but also by fostering information flows and more collaborations between them. This paper contributes to this view by synthetizing current data and information sources to support SME internationalization, based on a liter- ature review, on interviews with Portuguese IBAs, and on expert opinion. An innovative aspect is to present a first instantiation of a socio-semantic model, opening paths for further developments in this area, and contributing to the community of Collaborative Networks.

Small and medium sized enterprises (SMEs) constitute a major part of the economies of both developed and developing countries. SMEs play a very important role in the Turkish economy as well. They make up 91.9 percent of all enterprises, represent 78 percent of all employment and constitute 55 percent of GDP and 50 percent of total investment. Definitely, supporting the SMEs can provide a sustainable and balanced economic growth. Their integral role within an economy has become a source of inspiration for several academicians to study SMEs from different perspectives. This paper aims to categorize and summarize these studies. The fields of categorization are “Economic Growth, Finance and Risk, Management, Innovation, Supports, Industries and Globalization and Internationalization”. Information about the sources of data are also provided.

This research studies the perception of innovation by managers of small and medium enterprises in Montemorelos, Nuevo León. Small and Medium Enterprises (SMEs) are the engine that drives the economy in Mexico and play a fundamental role in the creation of new sources of income. Therefore, research regarding SME.s is important. Montemorelos is a municipality of Nuevo León that depends economically on SMEs. As several authors have mentioned, one of the success factors of SMEs is innovation. In this research we examine the perception of the administrator regarding innovation. We analyze our results based on gender, type of company and level of education. It is quantitative, descriptive, cross-transversal research. Sample selection was done using the convenience method to meet certain criteria. Some 80 SME managers were surveyed in their areas of work. For the data collection, an instrument was used to measure self-perceived innovation by the managers. The instrument consisted 15 items with a scale of 1 to 7 and a reliability of .919 alpha of Cronbach. The study showed no difference in the perception of innovation based on gender, type of business and level of education. It was also found that most Small Business Managers (SMBs) consider the complaints and suggestions of their customers to improve their product or service. JEL: M13, M16, M19

The study outlines the structure and characteristics of subcontracting of the Veneto Region, on the basis of official figures. Subsequently it outlines the impacts suffered due to the international relocation of the buyers, with data collected through a series of targeted interviews. Finally, it has been investigated the relationship between relocation and employment of local labor, both between relocation and pricing strategies of the sub-contractor. With respect to labor, they have been tested two of the most traditional and well-known sectors of the Veneto Region (leather processing and shoe manufacturing, textile production and clothing) and manufacturing in general. The results demonstrate that the use of the workers is reduced not because of lower production, but by the lower utilization of productive capacity, that is closely related to the relocation of production; in the two sectors this fact happens with greater intensity than the average of all manufacturing. In relation to pricing strategies, not empirically observables, it was built a model that shows how the sub-contractors have an incentive to set prices higher than those perfectly competitive, due to the attempt to recover the fixed costs under the threat of possible relocation of buyer. The model also shows that the gap between the price charged and the perfectly competitive price is an increasing function of the probability of relocation of the buyer.

Purpose-This study aims to develop a new internationalisation model to describe the exporting and non-exporting behaviours of small and medium sized enterprises (SMEs) and then applying it to a sample of UK SMEs. The conceptual model consists of four forces leading to a successful business. Design/methodology/approach-The sample is a stratified one taken from KOMPASS directory and focussing on the Greater Manchester area. In total, 250 firms were chosen to be the population of this survey. In total, 110 surveys were received by email i.e. 24 non-exporters and 86 exporters that were fully completed. Findings-The four forces of the model include the non-exporting activity, the activity before and after the first export order, differences and similarities between non-exporters and exporters and the regular exporting activity. This model's findings demonstrate important empirical determinants related to four forces, which, in turn, shape the successful exporting activity. Originality/value-The empirical evidence from the study suggests that the major differences between non-exporters and exporters, which include the differences in management perceptions towards exporting, and the differences and similarities of firm and management characteristics, explain only to some degree what constitutes successful exporting behaviour. The model is considered useful for smaller businesses located in the UK. The study highlights the importance of firms before and after the first export order, which provides insights for managers of firms about going through with the first export order rather than withdrawing from this effort. The study reveals the motivations for exporting, the timing, the modes through which firms export, firms' management characteristics and attitudinal differences between exporters and non-exporters, which are essential for practitioners.

PurposeThis study, a systematic review, focuses on the internationalisation of small and medium-sized enterprises (SMEs) originating in developing countries. It critically analyses, evaluates and synthesises studies featuring formal and informal institutions, embedded in social and business networks, as a marketing solution for institutional voids. The review shows that current international marketing studies downplay the role of informal institutions in the internationalisation of SMEs. Thus, the authors set a new research agenda for advancing the institutional theory to account for the impact of informal institutions and networks on firm internationalisation.Design/methodology/approachThis review followed five structured stages, including framing the research questions, identifying relevant studies, assessing their quality, summarising the evidence and interpreting the findings. Based on the systematic approach, 434 papers (374 from Web of Science, 60 from Scopus) were generated. ...

This research studies the perception of innovation by managers of small and medium enterprises in Montemorelos, Nuevo León. Small and Medium Enterprises (SMEs) are the engine that drives the economy in Mexico and play a fundamental role in the creation of new sources of income. Therefore, research regarding SME.s is important. Montemorelos is a municipality of Nuevo León that depends economically on SMEs. As several authors have mentioned, one of the success factors of SMEs is innovation. In this research we examine the perception of the administrator regarding innovation. We analyze our results based on gender, type of company and level of education. It is quantitative, descriptive, cross-transversal research. Sample selection was done using the convenience method to meet certain criteria. Some 80 SME managers were surveyed in their areas of work. For the data collection, an instrument was used to measure self-perceived innovation by the managers. The instrument consisted 15 items ...

The influence of different orientations on firm performance has been widely analysed in developed countries, but little is known on how strategic orientations affect new market entry and internationalisation speed in the distinctive operating environment of emerging markets. To address this gap, this study investigates how strategic orientation affects firms' new market entry and early internationalisation in the emerging market of Malaysia. We interviewed key representatives of 14 internationalised SMEs, focusing on the critical components of strategic orientation that facilitate a firm's new market entry and early internationalisation. The findings reveal that entrepreneur and market orientations are critical for new market entry through management commitment and market selection. Learning and networking orientations are critical for internationalisation speed through firm competencies. Managers can accelerate their firms' internationalisation process by cultivating similar characteristics.

Universidad Autónoma Metropolitana, unidad Azcapotzalco
División de Ciencias y Artes para el Diseño (CYAD), Departamentos de Procesos y Técnicas de Realización y Evaluación del Diseño en el Tiempo
Participación en la XXVI Feria Internacional del Libro del Palacio de Minería
Presentación de los libros.
Estrategias de internacionalización de las PyMEs basadas en la información e innovación. El panorama internacional y el caso de México. Autor. Jorge Rodríguez Martínez.

Geosignificación del diseño. Una aproximación sistémica a la estructura de la complejidad del diseño.
Coordinadores. Francisco Javier Gutiérrez Ruiz y Jorge Rodríguez Martínez

Revista Tecnología y Diseño III
Coordinadora Adriana Acero

Much is known about how structural, relational, and cognitive social capital configurations contribute to firm performance outcomes at a given point in time. Also, there is a growing body of research on the evolution of social capital in new ventures. Yet surprisingly little is known about how the combined social capital configuration-evolution patterns affect firm performance, because studies addressing the evolution of social networks do not focus on performance consequences. Using theory elaboration and theory-building methods and data on first four years of existence of entrepreneurial firms, I address this gap. My core contribution is an emergent theoretical framework that develops the concept of evolution and performance consequences of social capital configurations. I find that competing social capital configurations exist and are influenced by initial conditions. I also find that social capital configurations can evolve in two distinct ways over time. Finally, my data show how different social capital configurations combined with divergent network evolution patterns affect shorter- and longer-term performance and how firms can achieve equifinal performance outcomes using different social capital configuration-evolution strategies. Overall, my findings on social capital configurations have important implications for entrepreneurial social capital theory and the growing literature on international entrepreneurship.

In this paper, we consider technological learning of firms as crucial for their long – term survival and  competitiveness.  Thinking  that  a  partial  answer  to  the  issue  of  the  closure  of  the  technological  gap  be-tween  technologically  more  advanced  and  technologically  less advanced firms  is  the  transfer  of  technology from the former to the latter, we consider the opportunities for learning that are present in inter – firm techno-logical cooperation agreements. The study of the factors that have a bearing upon the learning achieved by the
technologically less developed firms, through their cooperation with more advanced ones, constitutes the ob-jective of our study. This objective is pursued through 31 cases of technological cooperation agreements be-tween  Greek  and  foreign  firms,  specifically  aimed  at  technological  learning.  We  test  several  theoretical  hy-potheses on factors that seem to have a bearing upon learning achieved. The results seem to indicate that fac-tors related to the quality of the relationship between partners have a major role to play for learning.