Post-entry internationalization dynamics: differences between SMEs in the development speed of their international sales

Morgan-Thomas, A. and Jones, M. (2009) Post-entry internationalization dynamics: differences between SMEs in the development speed of their international sales. International Small Business Journal, 27(1), pp. 71-97. (doi: 10.1177/0266242608098347)

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Publisher's URL: http://dx.doi.org/10.1177/0266242608098347

Abstract

This study is concerned with the post-entry internationalization dynamics of newly internationalizing firms, specifically the speed at which their international sales develop after initial entry. In contrast to studies of international new ventures, the focus here is on the newness of internationalization rather than the newness of the firm itself. Firms are differentiated by the speed of internationalization as indicated by international intensity achieved within ten years. A sample of 200 newly internationalizing firms is divided into three groups namely,`rapid',`regular', and `reluctant' internationalizers. The groups are then compared in relation to the influence of: (1) their knowledge intensity, (2) their reliance on ICTs, (3) their international diversification strategy and (4) international channel strategy.The results show that rapid international sales development is associated with higher dependence on one key country market, higher country market diversity of sales and higher reliance on ICTs.

Item Type:Articles
Status:Published
Refereed:Yes
Glasgow Author(s) Enlighten ID:Morgan-Thomas, Professor Anna and Jones, Professor Marian
Authors: Morgan-Thomas, A., and Jones, M.
Subjects:H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
College/School:College of Social Sciences > Adam Smith Business School > Management
University Centres > Centre for Internationalisation and Enterprise Research
Research Group:CIER - Centre for Internationalisation and Enterprise Research
Journal Name:International Small Business Journal
Journal Abbr.:ISBJ
ISSN:0266-2426
ISSN (Online):1741-2870

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