The high economic growth of formerly closed markets such as China, Russia, Poland, and the Baltic states has created vast business and growth opportunities for small and medium-sized enterprises (SMEs). Although this international business expansion of SMEs occurs in highly dissimilar business contexts and fierce international competition, it remains overlooked by research. Therefore, the main aim of this thesis is to contribute to an enhanced understanding of internationalization processes of SMEs by studying the overarching research question: What are the main features of internationalization processes of SMEs in an emerging market context? Three sub-problems are researched with regard to SMEs entering and taking off from emerging markets, as well as differences and similarities between these processes, in order to identify what features characterize them. Empirically, two surveys of 116 and 203 Swedish SMEs, respectively, with experiences of entry into emerging markets were conducted through standardized questionnaires via mail and on-site visits. In addition, case studies were conducted through interviews and observations of five internationalizing Chinese SMEs and four Chinese wholesale and retail market platforms. Five essays are compiled within the thesis and major findings and conclusions provide theoretical and empirical contributions to research on the internationalization processes of SMEs. With regard to the overlooked internationally experienced manufacturing SMEs from mature markets such as Sweden, theoretical advancements are made identifying the main concepts of their entry into emerging markets: entry node (the establishment point into the foreign business network); market-specific experiential knowledge; and perceived institutional distance. With regard to the internationally novel Chinese SMEs, these were seen to diverge from traditional internationalization paths. Indications were found of a parallel expansion abroad and at home, even using foreign markets as a springboard for further growth at home. The take-off node concerns the departure from an emerging home market, where a paradox of knowledge was found: the use of indirect export via a domestic intermediary facilitates the take off, but hinders further international expansion since no international experience or relationships are built up. Moreover, institutional distance was reduced due to collective internationalization through co-locating abroad. Generally, degree of maturity of the home market; as well as degree of internationalization and type of firm; are the main features behind differences between internationalization processes of SMEs in an emerging market context.

Submitted by Gabriel Segalis (gabisegalis@hotmail.com) on 2012-05-18T16:20:48Z No. of bitstreams: 2 012005011 Pretextual definitivo A.pdf: 76824 bytes, checksum: 1e41b140606a3d5a9651f1f8c1be26c1 (MD5) 012005012 Definitiva.pdf: 1124168 bytes, checksum: 524d55075e6250a88b96422d9fb4d3a6 (MD5) / Approved for entry into archive by Janete de Oliveira Feitosa (janete.feitosa@fgv.br) on 2012-05-18T18:09:24Z (GMT) No. of bitstreams: 2 012005011 Pretextual definitivo A.pdf: 76824 bytes, checksum: 1e41b140606a3d5a9651f1f8c1be26c1 (MD5) 012005012 Definitiva.pdf: 1124168 bytes, checksum: 524d55075e6250a88b96422d9fb4d3a6 (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2012-05-21T21:07:12Z (GMT) No. of bitstreams: 2 012005011 Pretextual definitivo A.pdf: 76824 bytes, checksum: 1e41b140606a3d5a9651f1f8c1be26c1 (MD5) 012005012 Definitiva.pdf: 1124168 bytes, checksum: 524d55075e6250a88b96422d9fb4d3a6 (MD5) / Made available in DSpace on 2012-05-21T21:07:39Z (GMT). No. of bitstreams: 2 012005011 Pretextual definitivo A.pdf: 76824 bytes, checksum: 1e41b140606a3d5a9651f1f8c1be26c1 (MD5) 012005012 Definitiva.pdf: 1124168 bytes, checksum: 524d55075e6250a88b96422d9fb4d3a6 (MD5) Previous issue date: 2012-04-27 / This essay aims to verify how the activities developed by Pipeway Engenharia Limitada2 - a service supplier on the oil, gas and energy sector/industry – match the theoretical concepts of the New International Venture Paradigm – NIV (RENNIE,1993; MCDOUGALL et. Al.,1994), during its process of internationalization. The approach assumes significative relevance to the author, since the comprehension of the internationalization process on the Company, which is considered a small business, allows their professional activities to be developed with better comprehension of needs, demands and solutions required for the /small businesses’/company’s internationalization. In order to achieve that purpose, the author has made use of a Single Case Study. This choice may be defined by two reasons: Firstly, it is worth pointing out that , in Brazil, there is not a significant quantity of companies which have similar characteristics with the studied company; Secondly, this method is usually applied when it comes to solving questions such as 'how' and 'why', that is, when the aim is to comprehend individual phenomena. Moreover, it has been necessary to develop a brief study - based on documental and bibliographic analysis – not only to understand the supplier industry evolution on the international market, but also to determine the development and importance of this case as a business development affluence, innovation and support factor.Considering that the analyzed company’s main field is the oil and gas sector, a study based on a national and international scope has been made in order to comprehend this economic sector. Also, apart from other international segments, companies which develop their activities in this area usually face opened and globalized markets, and these characteristics impact significantly on Pipeway. The junction of the first and second analysis has allowed the evaluation of not only the competitive degree, but also other refferences that a company has to follow so as to be considered a New International Venture. Later on – based on case study methodological precepts, data obtained by research and information from interviews with the company´s senior management- a historiographical report of the company´s internationalization process has been elaborated. This work has emphasized events and facts which allow us to prove the adherence or not to the NIV paradigm´s assumptions. Hence, the author has investigated the company´s international evolution according to analysis criteria, which are directly related to NIV paradigm.Actually, this study allowed the statement bound to the conclusion in an empirical manner that Pipeway´s internationalization process responds to NIV´s paradigm in a complete way. One example that may be pointed out is the beginning of internationalization and proven relation between trade income and total revenue. Additionally, some suggestion have been presented for the sake of future research development, enhancement of government programs which support the internationalization process of Small Businesses , as well the author´s professional performance. / O objetivo desta dissertação é verificar a aderência de atividades desenvolvidas por uma empresa prestadora de serviços de base tecnológica, atuante na área de petróleo, gás e energia, a Pipeway Engenharia Limitada , aos conceitos teóricos do Paradigma Novas Empresas Internacionais - NEI (RENNIE,1993; MCDOUGALL et. Al., 1994) durante seu processo de internacionalização. Trata-se de um estudo que assume, para o autor, uma relevância significativa, já que a compreensão do processo de internacionalização da empresa analisada, considerada de porte pequeno, permitirá que suas atividades profissionais venham a ser desenvolvidas com melhor compreensão das necessidades, exigências e soluções que esse tipo de empresa requer para a sua internacionalização. Para atingir o objetivo proposto, a metodologia utilizada foi o estudo de caso único em função, assim definido, por um lado, pelo fato de não existir no Brasil uma quantidade importante de empresas com características semelhantes à estudada e, por outro, por ser um método que se aplica, quando se deseja ter respostas a questões, tais como: 'como' e 'por que', permitindo a compreensão de fenômenos individuais. Para compreender melhor a evolução do setor de serviços nos mercados internacionais foi necessário fazer um estudo sucinto, baseado em análises documental e bibliográfica, para determinar a evolução e importância do mesmo como fator gerador de riqueza, inovação e sustentação do desenvolvimento empresarial. Considerando que a empresa analisada foca seu trabalho no segmento de petróleo e gás, para melhor compreensão desse segmento econômico, foi realizada análise tanto de âmbito nacional como internacional, de sua atual conformação e situação, pois, diferentemente de outros segmentos internacionais, as empresas que neles desenvolvem suas atividades se deparam com mercados mais abertos e globalizados e essas características têm impacto significativo na empresa analisada. A junção da primeira com a segunda análise permitiu avaliar o grau de competitividade e demais parâmetros a que a empresa estudada teve que atender para ser considerada ou não um Novo Empreendimento Internacional. Posteriormente, com os preceitos metodológicos de estudo de caso, acrescidos dos dados obtidos na pesquisa documental e entrevistas com a alta gerência da empresa, foi efetuado um relato historiográfico da evolução do processo de internacionalização da empresa, destacando os eventos e fatos que possibilitaram verificar a aderência, ou não, aos pressupostos do paradigma NEI. Por fim, foi investigada a evolução internacional da empresa à luz dos critérios de análise, diretamente relacionados com princípios do Paradigma NEI, o que permitiu no capitulo seguinte, vinculado às conclusões em forma empírica, que o processo de internacionalização da Pipeway responde na sua totalidade às características do Paradigma NEI. Um exemplo é a data de início da internacionalização e relação entre as receitas de exportação e faturamento total. Também são apresentadas sugestões para o desenvolvimento de pesquisas futuras, aprimoramento dos programas governamentais de apoio ao processo de internacionalização de Pequenas Empresas e desempenho profissional do autor da dissertação.

Digital competence used to be a confusing concept, until recently when some researchers coined a comprehensive definition of digital competence and formulated a conceptual framework in an SME context. However, the framework was only at a conceptual level and required to be tested with the empirics of a qualitative or quantitative study. By an abductive qualitative approach, this research explored existing theories on digital competence and formulated a new digital competence framework in Swedish manufacturing SME perspective. Moreover, with cross-sectional study design, this research explored the role of digital competence in the internationalization process of six Swedish manufacturing firms, which is unprecedented in academic literature. Our findings indicate that digital competence is an evolving concept which develops gradually with technological advancements and requires a combination of three integral components: i) Digital technologies (basic and advanced level digitalization), ii) Automation of organizational processes, iii) Human resources who have the latest digital skills and are duly motivated to use these skills. This research affirms that after attaining digital competence Swedish manufacturing SMEs can sustain a competitive advantage in their international markets and it successfully facilitates in the firm’s internationalization process. / Digital kompetens brukade vara ett förvirrande koncept fram till nyligen när vissa forskare utarbetade en omfattande definition av digital kompetens och formulerade en konceptuell ram i ett små och medelstora sammanhang. Ramverket var dock endast på en konceptuell nivå och krävdes att testas med empiriken i en kvalitativ eller kvantitativ studie. Genom ett abduktivt kvalitativt tillvägagångssätt undersökte denna forskning befintliga teorier om digital kompetens och formulerade en ny digital kompetensram inom svenskt tillverkningspolitiskt perspektiv. Vidare undersökte denna undersökning rollen som digital kompetens i internationaliseringsprocessen av sex svenska tillverkningsföretag, vilket är enastående i den akademiska litteraturen. Våra resultat tyder på att digital kompetens är ett utvecklande koncept som utvecklas gradvis med tekniska framsteg och kräver en kombination av tre integrerade komponenter: i) Digital teknik (grundläggande och avancerad digitalisering), ii) Automatisering av organisationsprocesser, iii) Personal som har de senaste digitala färdigheterna och är vederbörligen motiverade att använda dessa färdigheter. Den här forskningen bekräftar att svenska tillverkare små och medelstora företag efter att ha uppnått digital kompetens kan upprätthålla en konkurrensfördel på sina internationella marknader och framgångsrikt underlättar företagets internationaliseringsprocess.

Cette thèse porte sur le rôle des capacités dynamiques dans le processus d’internationalisation des entreprises chinoises depuis l’entrée de la Chine dans l’Organisation mondiale du commerce en 2001 alors que ces entreprises ne disposaient pas d’avantages concurrentiels préalables clairs par rapport à leurs concurrents occidentaux. L’étude de trois multinationales chinoises – Haier Group, Huawei Technologies et TCL Corporation – est menée dans le cadre théorique des capacités dynamiques (Dynamic Capability View - DCV). Elle vise à identifier la nature et les fondations des capacités dynamiques développées par ces entreprises au cours de leur processus d’internationalisation. Ce processus est caractérisé par la combinaison d'un investissement très significatif en innovation technologique et d’une internationalisation accélérée contribuant conjointement à la création d’un avantage concurrentiel durable. Ces deux dimensions de la stratégie des entreprises bénéficient d'un fort soutien du gouvernement chinois. / This thesis focuses on the role of dynamic capabilities in the internationalization process of Chinese corporations since China’s entry into the World Trade Organization in 2001, even though these companies did not have a clear prior competitive advantage over their Western competitors. The study of three Chinese multinational enterprises – the Haier Group, Huawei Technologies and TCL Corporation – is conducted in the framework of the Dynamic-Capability View (DCV). It aims at identifying the nature and the foundations of the dynamic capabilities developed by these corporations during the internationalization process.This process is characterized by the combination of a significant investment in technological innovation and an accelerated internationalization, jointly contributing to creating and sustaining of competitive advantage. These two elements of the corporate strategies benefit from the strong support of the Chinese government.

Made available in DSpace on 2010-04-20T20:51:05Z (GMT). No. of bitstreams: 3 145223.pdf.jpg: 16843 bytes, checksum: 216c21cdf184c9a6b45b5950edfdc082 (MD5) 145223.pdf: 915572 bytes, checksum: 0fc450607544c4b6126f1847c19d1c84 (MD5) 145223.pdf.txt: 224142 bytes, checksum: 451c52926486aef6d451bc7fbb54e232 (MD5) Previous issue date: 2006-06-29T00:00:00Z / The process of globalization of markets has inserted small and medium-sized enterprises (SME) into the international competitive environment, previously almost totally restricted to big companies. However, the way Brazilian SMEs get involved with international markets is still poorly known, due to the small volume of empirical research done on this topic. The present study reports on, and discusses, central characteristics of the process of international expansion of Brazilian SMEs. The analysis centers on critical factors that characterize this process, in particular on strategic decisions made, on the main problems faced, and on the practices adopted by entrepreneurs or managers of the companies that seek the international market. To investigate these aspects, a questionnaire was sent by mail and electronic means to 226 Brazilian SMEs with some degree of internationalization, and 52 companies returned usable filled questionnaires. Analysis of the collected data points to a set of important effects in the sample: (1) the influence of the firm’s network of relationships on its internationalization process; (2) the lack of a single theory capable of explaining all aspects of the internationalization process; and (3) a paradigmatic shift, in recent years, of the companies’ profile and behavior as compared with Brazilian SMEs investigated in the early national studies of the topic. In particular, the companies in the present sample show more proactivity and international vision. / O processo de globalização dos mercados inseriu as pequenas e médias empresas (PMEs) no ambiente competitivo internacional, antes quase inteiramente restrito às grandes empresas. No entanto, o modo como as PMEs brasileiras se envolvem com o mercado internacional é ainda pouco conhecido, devido ao pequeno número de pesquisas empíricas realizadas neste campo. O presente estudo relata e discute características centrais do processo de expansão internacional das PMEs brasileiras. A análise concentra-se nos fatores críticos que caracterizam esse processo, particularmente nas decisões estratégicas tomadas, nos principais problemas enfrentados e nas práticas utilizadas pelos empreendedores ou dirigentes das empresas que buscam o mercado internacional. Para a investigação desses aspectos, um questionário foi enviado por via postal e por meio eletrônico para 226 PMEs brasileiras com algum grau de internacionalização. Destas, 52 empresas devolveram questionários aproveitáveis para a pesquisa. A análise dos dados obtidos nos questionários aponta um conjunto importante de efeitos na amostra: (1) a influência da rede de relacionamentos da empresa no seu processo de internacionalização; (2) a inexistência de uma única teoria capaz de explicar a totalidade do processo de internacionalização; e (3) uma transformação paradigmática, em anos recentes, do perfil e do comportamento dessas empresas, em comparação com as PMEs exportadoras brasileiras pesquisadas nos primeiros estudos nacionais sobre o tema. Em particular, as empresas da amostra atual demonstram mais pró-atividade e visão internacional.

Cette thèse porte sur le rôle des capacités dynamiques dans le processus d’internationalisation des entreprises chinoises depuis l’entrée de la Chine dans l’Organisation mondiale du commerce en 2001 alors que ces entreprises ne disposaient pas d’avantages concurrentiels préalables clairs par rapport à leurs concurrents occidentaux. L’étude de trois multinationales chinoises – Haier Group, Huawei Technologies et TCL Corporation – est menée dans le cadre théorique des capacités dynamiques (Dynamic Capability View - DCV). Elle vise à identifier la nature et les fondations des capacités dynamiques développées par ces entreprises au cours de leur processus d’internationalisation. Ce processus est caractérisé par la combinaison d'un investissement très significatif en innovation technologique et d’une internationalisation accélérée contribuant conjointement à la création d’un avantage concurrentiel durable. Ces deux dimensions de la stratégie des entreprises bénéficient d'un fort soutien du gouvernement chinois. / This thesis focuses on the role of dynamic capabilities in the internationalization process of Chinese corporations since China’s entry into the World Trade Organization in 2001, even though these companies did not have a clear prior competitive advantage over their Western competitors. The study of three Chinese multinational enterprises – the Haier Group, Huawei Technologies and TCL Corporation – is conducted in the framework of the Dynamic-Capability View (DCV). It aims at identifying the nature and the foundations of the dynamic capabilities developed by these corporations during the internationalization process.This process is characterized by the combination of a significant investment in technological innovation and an accelerated internationalization, jointly contributing to creating and sustaining of competitive advantage. These two elements of the corporate strategies benefit from the strong support of the Chinese government.

Extant research concludes that SMEs tend to be highly dependent on the local institutional environment when internationalizing. In relation to that, international business literature accentuates the lack of studies that aim to understand how government support influences SMEs' international business performance. This further justifies the current inquiry for conducting more diverse scientific research in order to better describe and evaluate how governments should apply and effectively utilize their support toward internationalizing SMEs. Based on that, the aim of this study was to first identify the approaches that Kalmar based SMEs undertake to internationalize. Second, to identify the current initiatives implemented by the local governmental agencies toward the internationalization of these firms. Third, to identify how the governmental agencies in Kalmar could potentially improve the internationalization support towards the local SMEs. By fulfilling these aims this study was able to answer the overarching research question of How could the Swedish governmental agencies better contribute to the development of the internationalization process of their SMEs at the regional level? International business literature, internationalization process theories in combination with the available knowledge concerning the local institutional environment were utilized to conduct a thorough theoretical base for this study. The theoretical base laid the foundation for the constructed conceptual framework that was later utilized to collect and analyze data derived from five local SMEs and four key governmental agencies. This research project implemented a qualitative methodology and a multiple case study design. The data were collected through ten semi structured interviews. As an outcome, the findings of this study concludes that the identified prevailing internationalization process traits in combination with the uncovered improvement elements for governmental internationalization support, positively influence the configuration between the SMEs internationalization and the local institutional environment. This further contributes to achieving understanding concerning how Swedish regions could foster the internationalization process of their SMEs. Finally, to the best of the authors’ knowledge, this is one of the first studies to address the issue of governmental endeavors toward the internationalization process of Swedish SMEs.