Inadequate use of international knowledge by SME (small- and medium-sized enterprises) leaders is a prime contributing factor to failed internationalization efforts in the U.K. affecting firms' growth and survivability. The purpose of this qualitative single case study was to explore strategies U.K. SME leaders use to expand business internationally for sustainable growth. The Uppsala internationalization process model (UIPM) served as the conceptual framework for this study. Participants consisted of 4 senior leaders and 3 international operations employees who demonstrated effective use of strategies in the operation of the SME internationalization activities. Data collection occurred through semistructured interviews and review of an archival document, complemented by member checking to strengthen the credibility and trustworthiness of the findings. Four themes emerged through thematic data analysis: applying home and foreign market knowledge, capitalization of firm characteristics, selecting psychically close markets, and conducting sequential internationalizing activities for successful and sustainable SME internationalization efforts. The conclusion is that to achieve sustainable growth, SME leaders need to understand all factors pertaining to the internationalization initiatives of the firm, inclusive of market research and data collection, using experiential knowledge, assessing firm-specific advantages, capitalizing on limited resources, and leveraging networks in international markets. Subsequent positive social change may include an increase in sustainable SME in the United Kingdom offering innovative and competitive products and services, increasing employment opportunities, contributing to the citizens' financial stability, and contributing to the community's economic prosperity.

Over the past two decades, the open-door of the market supply in China has had a massive impact on the automotive market. This development contributes to the globalization of the automobile industry that involved the integration of the Chinese domestic market into the international markets. Among many reasons, motivation to gain access to industrialized markets and to gain access to superior technology, management resources and knowledge are the most driving factors of the Chinese automotive industry for the internationalization and going abroad strategy of China´s automotive industry. This study investigated whether different external globalization drivers and internal organization factors have differential effects on various dimensions of China´s automakers firms’ global strategy. Most of the studies written about global strategies have implemented only either of the internal or the external drivers of the internationalization of the firms. The contribution of the paper introduces a more comprehensive model on the global expansion of a firm. This paper concludes that China´s automotive industry has some competitive advantages such as low cost, while, facing a number of challenges that hinder the internationalization of Chinese automobile companies. It also shows that multiple factors play an important role in firms' internationalization global strategy plan. It is thus essential that the interaction among independent variables is considered in the determination of global expansion strategy. This paper suggests that in comparative application of China´s economy of internationalization process to most of other industries in the emerging markets, they have similar development strategies and profiles due to the similar enterprise organizational mode and industrial environment. Therefore, most of the factors discussed in this paper can also apply to many industries in other emerging markets that are seeking for internationalization by creating a competitive global expansion strategy.

O mundo está ganhando novos contornos a partir da crescente globalização, do avanço dos meios de comunicação, da mobilidade dos meios de produção e da redução das barreiras nacionais em todas as áreas. A economia globalizada da atualidade, e que ganhou notoriedade no século XX, impacta diretamente no sistema acadêmico internacional, pressionando as universidades a se adaptarem frente a essas novas circunstâncias, no entanto, segundo Miura (2006, p.2) somente nas últimas décadas, a internacionalização do ensino superior tem ganhado força nas discussões acadêmicas, tendo em vista os impactos da globalização na educação. De Witt (1998), destaca que a internacionalização é um processo e ao mesmo tempo uma resposta à globalização, mas não deve ser confundida com a globalização por ela mesma. Internacionalização inclui tanto aspectos locais como internacionais, ou seja, elementos interculturais e por isso, a formulação de estratégias e de políticas de internacionalização para nortear o planejamento da estruturação organizacional e apoio às ações como reforma curricular, pesquisas conjuntas, acordos internacionais, intercâmbio de estudantes e professores são pontos cruciais que definirão um processo sustentável de internacionalização da instituição. A pesquisa realizada para esse trabalho foi do tipo qualitativa, de natureza exploratória, utilizando como estratégia o estudo de caso e baseandose nos roteiros de entrevistas propostos por Miura (2006). A análise dos resultados apresentados nesse estudo de caso da Universidade Federal de Uberlândia revelou que o processo de internacionalização da UFU iniciou-se por ações isoladas em unidades da faculdade de engenharia no início da década de 1980 e que, apesar do processo de internacionalização nessa IES ser bastante recente muitas ações já foram realizadas, especialmente nos últimos anos com a criação da Assessoria de Relações Internacionais e Interinstitucionais ASDRI, o que levou a um aumento expressivo no número de acordos internacionais assinados e por conseqüência o aumento da mobilidade acadêmica, especialmente de alunos da graduação. A análise também sugere pontos importantes sobre as fragilidades e conseqüente ameaça para um processo sustentável de acordo com o círculo para a internacionalização proposto por Knight (1994). Na análise do modelo, foram percebidos pontos fortes (consciência e comprometimento); pontos em fase de desenvolvimento (análise do contexto, planejamento e operacionalização) e pontos frágeis (implementação, revisão, reforço e efeito da integração). Acredita-se que a definição de uma política formal explicitando o que é a internacionalização na sua missão e quais são as diretrizes para todas as unidades acadêmicas da UFU, possa direcionar esforços para que a internacionalização seja um processo auto-sustentável, contínuo e enraizado na cultura da instituição, fomentando o que Knight (1994) define com sendo a cultura que encoraja a internacionalização. / The world is winning new outlines starting from to growing globalization, the advancement of media, the mobility of the means of production and the reduction of national barriers in all areas. The global economy of the present time, and which won notoriety in the twentieth century, impacts directly on international academic system, universities are pressing ahead to adapt to these new circumstances, however, according to Miura (2006, p.2) \"only in recent decades, the internationalization of higher education has gained strength in academic discussions in view of the impacts of globalization in education. De Witt (1998), emphasizes that the internationalization is a process and at the same time an answer to globalization, but it should not be confused with globalization by itself. Internationalization includes as much local as international aspects, in other words, intercultural elements, and therefore, the formulation of strategies and policies to guide the planning for internationalization of the organizational structure and support for actions such as curriculum reform, joint research, international agreements, exchange of students and teachers are crucial points that define a sustainable process of internationalization of the institution. The research accomplished for that work was of the qualitative type, of exploratory nature, using as strategy the case study and basing on the itineraries of interviews proposed by Miura (2006). The analysis of the results presented in this case study of the Federal University of Uberlandia showed that the process of internationalization of UFU has been initiated by isolated actions in units of the college of engineering the beginning of the 1980s and that despite the process of internationalization that EIS be very many recent actions have been undertaken, especially in recent years with the creation of the International Consultantship Relationships - ASDRI, which led to a significant increase in the number of international agreements signed and therefore the increased academic mobility, especially of graduate students. The analysis also suggests important points about the weaknesses and the consequent threat to a sustainable process in accordance with the circle for the internationalization proposed by Knight (1994). In analyzing the model, were perceived strengths (conscience and commitment); points in development (analysis of the context, planning and operation) and weak points (implementation, review, and strengthening effect of integration). It is believed that the definition of a formal policy detailing what is to internationalization in their mission and what are the guidelines for all academic units of the UFU, can guide efforts for the internationalization process is a self-sustainable, continuous and embedded in culture of the institution, promoting what Knight (1994) defines as being the \"culture that encourages the internationalization.\"

It is possible watch the international evolutionary process of education policies that has manifested in different levels and intensities according to the countries and regions (Akkari, 2011). Such educational changes have resulted in large school restructuring that affect and are affected worldwide (Akkari, 2011). In this context, this study aimed to analyze the internationalization practices promoted by the Federal University of Santa Maria, identifying the reasons that stimulate this process, as well as the organizational and programmatic actions and strategies used to internationalization, based on the theoretical model of Knight (2004). Therefore, a qualitative/descriptive research was carried out, which has as analysis unit, the Graduate Programs with concepts 6 and 7, evaluated by CAPES, which already have significant international performance. The first stage of data collection was a desk study of information available on the institution website. In the second phase, interviews were conducted with (6) six professionals who participated directly or indirectly of the university's internationalization process, using as a basis for the interviews the Miura s screenplay (2006). The analysis of results presented in this study revealed that the UFSM, although develop the internationalization with a growing number of students and teachers in academic mobility and a significant number of agreements with foreign institutions and associations with foreign groups, still has weaknesses in its organizational and program strategies, requiring institutionalize internationalization policies in the culture of the institution. / É possível observar o processo evolutivo internacional das políticas educacionais que vem se manifestando em diferentes níveis e intensidades de acordo com os países e as regiões (AKKARI, 2011). Tais mudanças educacionais têm resultado em grandes reestruturações escolares que afetam e são afetadas mundialmente (AKKARI, 2011). Diante desse contexto, este estudo teve como objetivo analisar as práticas de internacionalização promovidas pela Universidade Federal de Santa Maria, identificando as razões que estimulam esse processo, assim como as ações e estratégias organizacionais e programáticas utilizadas para internacionalização, com base no modelo teórico de Knight (2004). Para tanto, realizou-se uma pesquisa qualitativa, de natureza descritiva, tendo como unidade de análise os Programas de Pós-Graduação com conceitos 6 e 7, avaliados pela Capes, os quais já apresentam significativo desempenho internacional. A primeira etapa da coleta de dados constituiu um estudo documental de informações disponíveis no site da instituição. Na segunda etapa, foram efetuadas entrevistas com 6 (seis) profissionais que participaram, direta ou indiretamente, do processo de internacionalização da universidade, utilizando como base para as entrevistas o roteiro de Miura (2006). A análise dos resultados apresentados neste estudo revelou que a UFSM, embora desenvolva a internacionalização com um crescente número de estudantes e professores em mobilidade acadêmica e um significativo número de convênios com instituições estrangeiras e associações com grupos estrangeiros, ainda apresenta fragilidades em suas estratégias organizacionais e programáticas, necessitando institucionalizar políticas de internacionalização na cultura da instituição.

O mundo está ganhando novos contornos a partir da crescente globalização, do avanço dos meios de comunicação, da mobilidade dos meios de produção e da redução das barreiras nacionais em todas as áreas. A economia globalizada da atualidade, e que ganhou notoriedade no século XX, impacta diretamente no sistema acadêmico internacional, pressionando as universidades a se adaptarem frente a essas novas circunstâncias, no entanto, segundo Miura (2006, p.2) somente nas últimas décadas, a internacionalização do ensino superior tem ganhado força nas discussões acadêmicas, tendo em vista os impactos da globalização na educação. De Witt (1998), destaca que a internacionalização é um processo e ao mesmo tempo uma resposta à globalização, mas não deve ser confundida com a globalização por ela mesma. Internacionalização inclui tanto aspectos locais como internacionais, ou seja, elementos interculturais e por isso, a formulação de estratégias e de políticas de internacionalização para nortear o planejamento da estruturação organizacional e apoio às ações como reforma curricular, pesquisas conjuntas, acordos internacionais, intercâmbio de estudantes e professores são pontos cruciais que definirão um processo sustentável de internacionalização da instituição. A pesquisa realizada para esse trabalho foi do tipo qualitativa, de natureza exploratória, utilizando como estratégia o estudo de caso e baseandose nos roteiros de entrevistas propostos por Miura (2006). A análise dos resultados apresentados nesse estudo de caso da Universidade Federal de Uberlândia revelou que o processo de internacionalização da UFU iniciou-se por ações isoladas em unidades da faculdade de engenharia no início da década de 1980 e que, apesar do processo de internacionalização nessa IES ser bastante recente muitas ações já foram realizadas, especialmente nos últimos anos com a criação da Assessoria de Relações Internacionais e Interinstitucionais ASDRI, o que levou a um aumento expressivo no número de acordos internacionais assinados e por conseqüência o aumento da mobilidade acadêmica, especialmente de alunos da graduação. A análise também sugere pontos importantes sobre as fragilidades e conseqüente ameaça para um processo sustentável de acordo com o círculo para a internacionalização proposto por Knight (1994). Na análise do modelo, foram percebidos pontos fortes (consciência e comprometimento); pontos em fase de desenvolvimento (análise do contexto, planejamento e operacionalização) e pontos frágeis (implementação, revisão, reforço e efeito da integração). Acredita-se que a definição de uma política formal explicitando o que é a internacionalização na sua missão e quais são as diretrizes para todas as unidades acadêmicas da UFU, possa direcionar esforços para que a internacionalização seja um processo auto-sustentável, contínuo e enraizado na cultura da instituição, fomentando o que Knight (1994) define com sendo a cultura que encoraja a internacionalização. / The world is winning new outlines starting from to growing globalization, the advancement of media, the mobility of the means of production and the reduction of national barriers in all areas. The global economy of the present time, and which won notoriety in the twentieth century, impacts directly on international academic system, universities are pressing ahead to adapt to these new circumstances, however, according to Miura (2006, p.2) \"only in recent decades, the internationalization of higher education has gained strength in academic discussions in view of the impacts of globalization in education. De Witt (1998), emphasizes that the internationalization is a process and at the same time an answer to globalization, but it should not be confused with globalization by itself. Internationalization includes as much local as international aspects, in other words, intercultural elements, and therefore, the formulation of strategies and policies to guide the planning for internationalization of the organizational structure and support for actions such as curriculum reform, joint research, international agreements, exchange of students and teachers are crucial points that define a sustainable process of internationalization of the institution. The research accomplished for that work was of the qualitative type, of exploratory nature, using as strategy the case study and basing on the itineraries of interviews proposed by Miura (2006). The analysis of the results presented in this case study of the Federal University of Uberlandia showed that the process of internationalization of UFU has been initiated by isolated actions in units of the college of engineering the beginning of the 1980s and that despite the process of internationalization that EIS be very many recent actions have been undertaken, especially in recent years with the creation of the International Consultantship Relationships - ASDRI, which led to a significant increase in the number of international agreements signed and therefore the increased academic mobility, especially of graduate students. The analysis also suggests important points about the weaknesses and the consequent threat to a sustainable process in accordance with the circle for the internationalization proposed by Knight (1994). In analyzing the model, were perceived strengths (conscience and commitment); points in development (analysis of the context, planning and operation) and weak points (implementation, review, and strengthening effect of integration). It is believed that the definition of a formal policy detailing what is to internationalization in their mission and what are the guidelines for all academic units of the UFU, can guide efforts for the internationalization process is a self-sustainable, continuous and embedded in culture of the institution, promoting what Knight (1994) defines as being the \"culture that encourages the internationalization.\"

As mudanças advindas da globalização estão mudando a forma das empresas atuarem. As empresas lançam-se para o mercado externo atendendo a uma série de premissas tais como a busca por recursos, a busca por racionalização na produção, a busca por novos mercados e a aquisição de novas competências. Na literatura, encontram-se diferentes concepções para as formas de entrada nos mercados externos, ao mesmo tempo, em que novas teorias surgem, como a teoria metanacional e a teoria de born global. Esta literatura relata oportunidades às empresas de base tecnológica (EBTs), empresas que podem ser definidas como aquelas que realizam esforços tecnológicos significativos e concentram suas operações na fabricação de novos produtos.. Neste trabalho, a caracterização da internacionalização de empresas de base tecnológica incubadas considerou 3 dimensões: o perfil empreendedor e o empreendedorismo organizacional, o financiamento e mecanismos complementares de apoio e desenvolvimento tecnológico e cooperação. Os dados coletados atingiram o objetivo de caracterizar estas empresas, tendo elas atuação internacional ou não. As proposições P1 de que as empresas de base tecnológica não se preocupam com uma atuação internacional e P4 de que As empresas que possuem financiamento e mecanismos complementares de apoio contam com a internacionalização de suas atividades não foram comprovadas. As proposições P2 de que O empreendedor que possui experiências internacionais, aprendizado e redes de contatos no exterior possui empresas com atividades internacionais e P3 de que As empresas com preocupações quanto ao desenvolvimento tecnológica e cooperação no exterior possuem disposição à internacionalização de suas operações foram comprovadas. / The globalization are changing the way companies act. Companies throw themselves to the foreign market given a series of assumptions such as the search for resources, the quest for rationalization in production, the search for new markets and the acquisition of new skills. In literature, there are different approaches to the ways of entry into foreign markets at the same time, in which new theories arise as the theory metanational and the theory of born global. This literature describes opportunities for technology-based firms (NTBFs). NTBFs can be defined as those that \"carry significant technological efforts and concentrate their operations in the manufacture of new products\". In this work, the characterization of the internationalization of technology-based companies incubated considered three dimensions: the entrepreneurial profile and organizational entrepreneurship, funding, and additional mechanisms to support technological development and cooperation. The collected data to reach the goal of characterizing these companies, being them internationalized or not. The propositions P1 that technology-based companies do not bother with an international performance and P4 that Companies that have complementary mechanisms of funding and support have the internationalization of their activities were not proven. Propositions P2 that The entrepreneur who has international experience, learning and networking with overseas companies have international activities and P3 that Companies with concerns about the technological development and cooperation abroad are available to the internationalization of their operations were proved.

<p>DateMay 29th, 2009LevelMaster Thesis in International MarketingAuthorsShahid Kalim Khan: Körsbärsvägen 4b, LAG 218, 11423 Stockholm, Sweden Mob: +46 700641495 Email: iamkalim@gmail.comAdeel Asghar: Rum 235, Kallgatan 1 B, 63226 Eskilstuna, Sweden Mob: +46 700783841 Email: adeel1031@gmail.comTutorDaniel TolstoyTitleHow can marketing research help innovative SMEs in exploitation of international opportunities in their early internationalization? A Swedish Case StudyPurposeSMEs are well known for their innovative and risk taking approach. This study aims at providing them with a strategic framework or method to analyze the marketability of their products or services and exploit internationalization opportunities. It also focuses on helping them in reducing their risks linked with cross border business opportunities.Methodology/DesignThis research is performed through case study method. A new conceptual model has been developed by integrating relevant standard approaches within field of research. This model has been further explained by implementing it on case company (Widforss).ConclusionsThis study claims to make a significant and creative contribution to the field of SMEs internationalization through two theoretical models named as International SME Model of Innovation Exploitation (ISMIE) and Proactive International Entrepreneurship model (PIE). Both of these models use marketing research as key success factor. However, sufficient empirical evidences could not be provided due to limitations. Whereas, the practical contribution for the case firm named as Widforss industries is very evident.</p>

DateMay 29th, 2009LevelMaster Thesis in International MarketingAuthorsShahid Kalim Khan: Körsbärsvägen 4b, LAG 218, 11423 Stockholm, Sweden Mob: +46 700641495 Email: iamkalim@gmail.comAdeel Asghar: Rum 235, Kallgatan 1 B, 63226 Eskilstuna, Sweden Mob: +46 700783841 Email: adeel1031@gmail.comTutorDaniel TolstoyTitleHow can marketing research help innovative SMEs in exploitation of international opportunities in their early internationalization? A Swedish Case StudyPurposeSMEs are well known for their innovative and risk taking approach. This study aims at providing them with a strategic framework or method to analyze the marketability of their products or services and exploit internationalization opportunities. It also focuses on helping them in reducing their risks linked with cross border business opportunities.Methodology/DesignThis research is performed through case study method. A new conceptual model has been developed by integrating relevant standard approaches within field of research. This model has been further explained by implementing it on case company (Widforss).ConclusionsThis study claims to make a significant and creative contribution to the field of SMEs internationalization through two theoretical models named as International SME Model of Innovation Exploitation (ISMIE) and Proactive International Entrepreneurship model (PIE). Both of these models use marketing research as key success factor. However, sufficient empirical evidences could not be provided due to limitations. Whereas, the practical contribution for the case firm named as Widforss industries is very evident.

Objective: The objective of this thesis is to investigate how Scania has attained success to establish on the Indian market and to inquire into the establishment process of Scania and their entrance in the Indian market. The thesis describes different factors such as the product, mode of entry, time of entry and choice of market that play a role when a company establishes and invest in a foreign market. Method: This thesis is limited to the process of establishing Scania on the Indian truck market. A qualitative approach has being utilized in this study, consisting of interviews with Staffan Sjöström, development manager at the R&amp;D department, Koen Knoops, vice president at Financial Services and Henrik Fagrenius, former managing director for Scania in India. Data collection from various journals and articles have been conducted for the presentation of the number of sold newly registered trucks in comparison to the number of sold newly registered trucks in India by Volvo, Tata Motors and Ashok Leyland during 2010, 2011, 2012 and the first three quarters of 2013. Theory: With a starting-point in empirism, we have used a theoretical frame of reference to describe Scania´s establishment process. Scania makes use of an internationalization strategy, namely Market Selection, Time of Entry and Entry mode and the network model, which describes the process of establishing on a foreign market as a business association with various players on the market. Scania has made the choice to establish on the Indian growth market, which is still economically unexploited in many aspects since it is a young and growing market and has positive opportunities for profitability. Conclusions: The concept that Scania follows as it establishes on a growth market, be it an industrialized country or a newly industrialized country, is that supreme quality always should be the primary choice. Customers are interested in lower overall costs and not in low prices. Scania believes that entrepreneurs worldwide have the same need for high quality and that psychological distance, meaning cultural differences should not be an obstacle on the path of establishment. A cheap work force, improving infrastructure and political reforms have carved the path for Scania’s establishment on the Indian growth market. According to Fagrenius Scania has wasted no time on excessive observation although they have taken precautions in forming partnerships and creating a broad network before entering the Indian market.

As mudanças advindas da globalização estão mudando a forma das empresas atuarem. As empresas lançam-se para o mercado externo atendendo a uma série de premissas tais como a busca por recursos, a busca por racionalização na produção, a busca por novos mercados e a aquisição de novas competências. Na literatura, encontram-se diferentes concepções para as formas de entrada nos mercados externos, ao mesmo tempo, em que novas teorias surgem, como a teoria metanacional e a teoria de born global. Esta literatura relata oportunidades às empresas de base tecnológica (EBTs), empresas que podem ser definidas como aquelas que realizam esforços tecnológicos significativos e concentram suas operações na fabricação de novos produtos.. Neste trabalho, a caracterização da internacionalização de empresas de base tecnológica incubadas considerou 3 dimensões: o perfil empreendedor e o empreendedorismo organizacional, o financiamento e mecanismos complementares de apoio e desenvolvimento tecnológico e cooperação. Os dados coletados atingiram o objetivo de caracterizar estas empresas, tendo elas atuação internacional ou não. As proposições P1 de que as empresas de base tecnológica não se preocupam com uma atuação internacional e P4 de que As empresas que possuem financiamento e mecanismos complementares de apoio contam com a internacionalização de suas atividades não foram comprovadas. As proposições P2 de que O empreendedor que possui experiências internacionais, aprendizado e redes de contatos no exterior possui empresas com atividades internacionais e P3 de que As empresas com preocupações quanto ao desenvolvimento tecnológica e cooperação no exterior possuem disposição à internacionalização de suas operações foram comprovadas. / The globalization are changing the way companies act. Companies throw themselves to the foreign market given a series of assumptions such as the search for resources, the quest for rationalization in production, the search for new markets and the acquisition of new skills. In literature, there are different approaches to the ways of entry into foreign markets at the same time, in which new theories arise as the theory metanational and the theory of born global. This literature describes opportunities for technology-based firms (NTBFs). NTBFs can be defined as those that \"carry significant technological efforts and concentrate their operations in the manufacture of new products\". In this work, the characterization of the internationalization of technology-based companies incubated considered three dimensions: the entrepreneurial profile and organizational entrepreneurship, funding, and additional mechanisms to support technological development and cooperation. The collected data to reach the goal of characterizing these companies, being them internationalized or not. The propositions P1 that technology-based companies do not bother with an international performance and P4 that Companies that have complementary mechanisms of funding and support have the internationalization of their activities were not proven. Propositions P2 that The entrepreneur who has international experience, learning and networking with overseas companies have international activities and P3 that Companies with concerns about the technological development and cooperation abroad are available to the internationalization of their operations were proved.