What geographical scope works best for rapidly internationalizing SMEs?

Melén Hånell, SaraStockholm School of Economics,Handelshögskolan i Stockholm (author)

LIBRIS-ID:oai:DiVA.org:mdh-41467
https://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-41467URI
https://doi.org/10.1108/JBIM-11-2017-0299DOI
https://research.hhs.se/esploro/outputs/journalArticle/What-geographical-scope-works-best-for/991001480655506056URI

http://creativecommons.org/licenses/by/4.0/
This paper aims to explore the benefits of a regional internationalization strategy and investigate how a rapidly internationalizing SME’s development of market knowledge relates to this strategy.Design/methodology/approachAfter a brief overview of the literature on international SMEs, the internalization approach and the IP-approach, a case study is introduced and analyzed.FindingsThe case findings illustrate that market knowledge steers the investigated firm to follow a regional approach of operations. The regional strategy lessens perceived risks, saves costs and generates sufficient knowledge about one market at a time.Practical implicationsIt is important for managers in rapidly internationalizing SMEs and for policymakers to recognize the benefits of supporting regional orientation initiatives for enhancing these firms’ internationalization.Originality/valueThis paper presents a longitudinal case study that contributes to further the understanding and insights into the operations of born regionals. By probing deeper into the ideas provided by the internalization approach, the IP-approach and research about international SMEs, the study contributes with a unified framework for understanding the benefits for rapidly internationalizing SMEs to operate on a regional scope.

Rovira Nordman, EmiliaHandelshögskolan i Stockholm,Mälardalens högskola,Industriell ekonomi och organisation,Stockholm School of Economics, Stockholm, Sweden(Swepub:hhs)1123@hhs.se (author)
Handelshögskolan i StockholmStockholm School of Economics (creator_code:org_t)

In:Journal of business & industrial marketing: Emerald34:6, s. 1194-12020885-86242052-1189

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