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.

The main goal for this diplomatic field is to study the expansion achievement of a particular company breaking into the international market. First part of this study consists theoretical solutions which targets strategies of the best way to enter a new market in Austria. In this particular analysis it is covered a research on local and outlying regions. And this study covers the possibility of entering this market and consider the viability of expansion that may enhance it's growth and profitability. There are strategies put in place in this study that will outline the expenses of marketing and other solutions. It is vital to perform this study to assure that such business is not only going to be successful but also to perform at it's highest level.

This Master’s thesis has been elaborated on the basis of a real issue, which a company, which decided to procure it’s full time presence in the Austria’s market, is facing. The analysis of the present state, which proved the rationality of the decision, is followed by a theoretical fundament of this thesis, that lays the foundations of the specific proposal leading to reach the aim given by the company. The theoretical part of the thesis deals with the core of the international trade and its brief history. The thesis is further focused on the areas of the international trade important for solving the given issue. The main areas are as follows: international trade legal regime, law of international trade, risks in the international trade, ways of penetration into a foreign market. Based on the knowledge attained in the theoretical part of this thesis, while applying them, I have come to the conclusion, that it would be best for the company to establish a branch office in the Austria. The conclusion is followed by a factual proposal of progress supplemented by a calculation of costs of establishing the branch office and calculation of operating costs for the first year. I am also proposing a strategy for legal relationships being concluded by a branch office and marketing strategy for the first year.

The aim of this master thesis is to consider appropriate solutions of entering the foreign market. After introducing of the company follow the external and internal analysis. The thesis proves a suitability of the target market, deals with a choice of the product portfolio. It also mentions and checks the expectations of new market’s behaviour. In the final part of the thesis we can find a proper suggestions for entering the target market, steps and measures, which the monitored company shouldn’t leave out.

Cílem diplomové práce „Expanze vybraného podniku na zahraniční trh“ je navrhnout strategii vstupu společnosti SLUTO s.r.o. na rakouský trh. Teoretická část práce je věnována problematice internacionalizace a podnikových strategií a možnostmi vstupu na zahraniční trhy. V analytické části práce jsou provedeny analýzy prostředí společnosti SLUTO s.r.o. za předpokladu její působnosti na rakouském trhu, přičemž získané výsledky jsou následně sumarizovány ve SWOT analýze. Návrhová část práce, jež je v podstatě business plánem rakouské dceřiné společnosti SLUTO s.r.o., pak v souladu s poznatky z jednotlivých analýz nabízí možné návrhy a doporučení.

Made available in DSpace on 2017-07-10T18:33:08Z (GMT). No. of bitstreams: 1 Lediany Freitas de Campos.pdf: 3464899 bytes, checksum: 6b61a4fce28905968ba8f24bbfed3c8c (MD5) Previous issue date: 2013-07-01 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / This study aims to analyze the impact of trade barriers on the inclusion of Paraná s agriculture in foreign market in the period 2000-2011, with emphasis on the effects of the international crisis of 2008. For the development of the research object, one opted for a quantitative approach, using descriptive statistical method and the gravity model. It was found that Paraná has, on average, about 50% of its exports based on agricultural products and it increased to 64.01% in 2011. Twelve major products represent around 90% of agricultural exports and in 2011 were responsible for 56.42% of general exports. Over the last decade, the target markets migrated from the European Union to Asia, with great emphasis to China. As for trade barriers, it was found that the agriculture of Paraná faces tariffs and Non-Tariff Barriers (NTB) by all importing countries analyzed. The tariff applied varies greatly in relation to the country and products. The NTB faced are diverse, and the most frequently applied are sanitary and phytosanitary barriers, followed by technical barriers. Agricultural subsidies applied by OECD countries have high variance around the average and tended to decrease over the period. In the year immediately following the 2008 international crisis, its repercussions were: declines in agricultural exports by volume and value of exports; declines for 10 of the top 12 products analyzed; variations in tariffs, both for more and for less; increase in agricultural subsidies; and the incidence of more BNT on agricultural products. By gravitational model, one evidenced that there is a negative relationship of Paraná s agricultural exports with trade tariffs, converging with the theory of international trade. A trade liberalization through tariffs, as a tariff reduction of 1%, would be positive at 3.7% for greater inclusion of state agriculture in the foreign market. / Este estudo tem por objetivo analisar a incidência de barreiras comerciais sobre a inserção da agricultura paranaense no mercado externo, no período de 2000 a 2011, com destaque para os reflexos da crise internacional de 2008. Para o desenvolvimento do objeto de pesquisa, optou-se por uma abordagem metodológica quantitativa, utilizando o método estatístico descritivo e o modelo gravitacional. Constatou-se que o Paraná tem, em média, cerca de 50% das suas exportações baseadas em produtos agrícolas, tendo aumentado para 64,01% em 2011. Doze principais produtos representam em torno de 90% da exportação agrícola e em 2011 foram responsáveis por 56,42% da exportação geral. Ao longo da última década, os mercados de destino migraram da União Europeia para a Ásia, com grande destaque para a China. Quanto às barreiras comerciais, constatou-se que a agricultura paranaense enfrenta tarifas e Barreiras Não Tarifárias (BNT) por parte de todos os países importadores analisados. O valor da tarifa aplicada varia muito em relação ao país e aos produtos. As BNT enfrentadas são diversas, sendo que as mais aplicadas são barreiras sanitárias e fitossanitárias, seguidas das barreiras técnicas. Os subsídios agrícolas aplicados pelos países da OCDE têm alta discrepância em torno da média e apresentaram tendência de queda ao longo do período. No ano imediatamente posterior à crise internacional de 2008, os seus reflexos foram: quedas nas exportações agrícolas, em volume e valor exportado; quedas para 10 dos 12 principais produtos analisados; variações nas tarifas, tanto para mais quanto para menos; aumento nos subsídios agrícolas; e a incidência de mais BNT sobre os produtos agrícolas. Pelo modelo gravitacional, evidenciou-se uma relação negativa das exportações agrícolas paranaenses com as tarifas comerciais, convergindo com a teoria do comércio internacional. Uma liberalização comercial por meio de tarifas, como uma redução tarifária de 1%, seria positiva em 3,7% para maior inserção da agricultura paranaense no mercado externo.

The diploma thesis deals with a proposal of business development of the company DOMESTAV PLUS s.r.o., which deals with the production of modular wooden buildings. The theoretical part contains defining the terms connected with the intra-community market, the conditions for entering this market and description of selected analyses of company’s external and internal environment. These analyses are applied in the practical part as basis for the proposal of an appropriate strategy for the development, consisting in the expansion of the company into the intra-community market. On the basis of the results of the analyzes is made the proposal of changes, which leads to increased competitiveness and improvement of the company's economic situation. The proposal part also deals with identification of the risks associated with the implementation of this change.

This thesis deals with strategies for firms entering the foreign market. In the theoretical part of the work the various strategies and their pros and cons are discussed, together with the dynamics of entering a new market. The analytical part of the work comprises an analysis of the Austrian market and an internal analysis of the company AQUAL Ltd. selected for the practical application. Its SWOT analysis and description of its entrance to a foreign market according to the SMART method are performed. Proposals are given the gradual development of the strategy of entrance, including the reasons for choosing a mixed strategy, and aspects of the operation and management of the company abroad are described; important is the definition of activities of the manager for Austria. Finally, conclusions are given summarizing the prerequisites and expected benefits of the entrance, the goals fulfilled and the contributions provided in this work.

Master‘s thesis shows the value of the company and possible active export products to foreign markets. Parts the work are also of important information, analysis and solutions on how best to use this process in the company's favor. The firm could face a situation where it is possible to achieve considerable competitive advantage.

The purpose of this study was to explore key factors to consider for a Swedish Knowledge Intensive Business Services (KIBS) firm to successfully enter the Norwegian market, and examine how these factors compare to incumbent theories on foreign market establishment. The study is based on an interpretivist research design and utilizes qualitative methods in order to achieve the intended purpose. The empirics were gathered by a combination of methods, namely, an extensive literature review, a pilot-study, and a multiple-case study. The data gathering methods utilized in the pilot study were semi-structured interviews conducted with individuals with expertise in the KIBS environment, as well as participant observations. The pilot study resulted in a deeper understanding of the KIBS sector. The multiple-case study consisted of semi-structured interviews with Swedish KIBS firms that have entered the Norwegian market. The empirics have been analyzed and discussed in relation to existing literature. Consequently, several success factors and pitfalls have been identified that may aid an internationalizing firm, especially a Swedish KIBS firm entering the Norwegian market. The identified success factors were: Narrow your focus through relational embeddedness, Understand customer’s business, Educate customers, Become familiar with foreign laws, Be aware of network position, Exploit existing networks, Identify new relevant networks, Refresh and expand the network, and Ensure relational embeddedness with key actors. The identified pitfalls were: Underestimation of time and resources required, Lacking awareness of aggravating effects, Knowledge transfer problems, Failure of internally anchoring foreign ventures, Underestimation of the language barrier, Underestimation of differences in organizational structures, Underestimation of the cost of spatial distance, Underestimation of Patriotism, and Underestimation of loyalty to suppliers. Moreover, the study provided insights as to how the concepts of liability of foreignness and liability of outsidership might interplay, and thereby exert pressure on a firm's dynamic internationalization capabilities in the foreign market establishment process. As such, the need for firms and researchers to undertake a holistic view in order to avoid faulty conclusions has been discussed and visualized. / Syftet med denna studie var att utforska nyckelfaktorer för svenska KIBS-företag som vill expandera till den norska marknaden. Vidare analyserades det hur dessa faktorer relaterar till befintliga teorier inom marknadsetablering. Studien är baserad på en forskningsdesign där kvalitativa metoder används för att uppnå syftet. Empirin är insamlad via en kombination av metoder, nämligen en omfattande litteraturstudie, en pilotstudie och en flerfallsstudie. Datainsamlingsmetoderna som användes i pilotstudien var semistrukturerade intervjuer med personer som har erfarenhet inom KIBS-miljön och även deltagarobservationer. Pilotstudien resulterade i en djupare förståelse av KIBS-sektorn. Flerfallsstudien bestod av semistrukturerade intervjuer med svenska KIBS-företag som har expanderat till den norska marknaden. Empirin har analyserats och diskuterats i relation till befintlig litteratur. Utifrån analysen identifierades flertalet framgångsfaktorer samt fallgropar. Genom att belysa dessa faktorer underlättas internationaliseringen för företag, i synnerhet för svenska KIBS-företag som vill expandera till den norska marknaden. De framgångsfaktorer som identifierades var: Begränsa sin fokus genom relationell inbäddning, Förstå kundens verksamhet, Utbilda kunder, Bli bekant med utländska lagar, Var medveten om nätverksposition, Utnyttja befintliga nätverk, Identifiera nya relevanta nätverk, Uppdatera och utöka nätverket och Säkerställa relationell inbäddning med nyckelaktörer. Medan de fallgropar som identifierades var: Underskattning av tid och resurser, Bristande medvetenhet om försvårande effekter, Kunskapsöverföringsproblem, Misslyckande med att internt förankra utländsk satsning, Underskattning av språkbarriären, Underskattning av skillnader i organisationsstrukturer, Underskattning av avståndskostnader, Underskattning av patriotism och Underskattning av lojalitet mot leverantörer. Vidare har det argumenterats för att det finns ett samspel mellan koncepten liability of foreignness och liability of outsidership som sedermera sätter press på ett företags dynamiska internationaliseringsförmågor. Följaktligen har det även visualiserats samt diskuterats att företag och forskare bör vidta ett holistiskt synsätt för att undvika att dra felaktiga slutsatser i internationalseringsprocesser.