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| Author: | Morgan-Thomas, A. Jones, M.V. |
| Title: | Post-entry internationalization dynamics: Differences between SMEs in the development speed of their international sales |
| Journal: | International Small Business Journal
2009 : FEB, VOL. 27:1, p. 71-97 |
| Index terms: | information technology communication small and medium-sized enterprises (SMEs) United Kingdom internationalization sales exports |
| Language: | eng |
| Abstract: | This study deals with the post-entry internationalization (hereafter as: int-ion.) dynamics of newly internationalizing firms (here as: int-firms), especially the sales development speed after initial entry, focusing on the newness of int-ion. rather than the newness of the firm itself. Firms are differentiated by the speed of int-ion. as indicated by international intensity achieved within 10 years. A sample of 200 newly int-firms is divided into three groups, that is, 'rapid','regular', and 'reluctant' int-firms. The groups are then compared as to the influence of: 1. their knowledge intensity, 2. their reliance on ICTs, 3. their international diversification strategy and 4. international channel strategy. It is shown 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. |
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