The internationalization of the small firm in developing countries—exploratory research from Pakistan

Zafarullah, M., Ali, M. and Young, S. (1997) The internationalization of the small firm in developing countries—exploratory research from Pakistan. Journal of Global Marketing, 11(3), pp. 21-40. (doi:10.1300/J042v11n03_03)

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Publisher's URL: http://dx.doi.org/10.1300/J042v11n03_03

Abstract

Based on case studies of six small exporting Pakistani enterprises, this preliminary study considers the relevance of models of internationalization to small scale enterprises from developing economies. The results show little support for most existing models, although the importance of contacts and connections in all aspects of internationalization is supportive of network theory. The stability of exporting relationships involving agents/wholesalers/importers is linked to the production orientation of the enterprises. Policy implications concern the need for greater marketing awareness and training in small firms; and for improved links with overseas distributors and with ethnic Pakistani communities abroad.

Item Type:Articles
Status:Published
Refereed:Yes
Glasgow Author(s) Enlighten ID:Young, Professor Stephen
Authors: Zafarullah, M., Ali, M., and Young, S.
College/School:College of Social Sciences > Adam Smith Business School > Management
Journal Name:Journal of Global Marketing
ISSN:0891-1762
ISSN (Online):1528-6975

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