Participation and success of small and medium-sized enterprises (SME) in global markets is of strategic interest to business and public policy makers. Despite empirical evidence that generally demonstrates that performance improves with the level of internationalization mode, there is an identified problem in getting SME decision-makers to make a significant commitment to more advanced modes of internationalization. A review of international business, entrepreneurship and organizational behavior research demonstrated that the attitudes of the SME decision-maker significantly impact the decision-making process to commit to advanced modes of internationalization. Further, the factors that influence and contribute to these attitudes are not well understood. The explicit objective of this research is to determine the important factors that affect a SME decision-maker’s attitude and how they influence the decision to commit to a more advanced foreign market entry mode of internationalization. A quantitative online survey directed at 3117 Canadian manufacturing SME decision-makers who are in advanced and non-advanced modes of internationalization was undertaken. The responses from 224 participants were used for both hypothesis testing and to extend current theory that only marginally acknowledges the effect of attitude on the decision-making process. This research has demonstrated support for attitudinal factors being a differentiator between advanced and non-advanced internationalization modes; and hence these factors are supported as influencers in the complex SME decision-making process. In addition, there is full statistical support for two constructs (Knowledge of culture, Perceived benefits) and moderate support for an additional two constructs (International experience, International commitment). Cross validation further validated the results and provided confidence for the conclusions generated. This research’s conceptual framework and empirical results should make valuable additions to the literature on international business activities, specifically in the context that relates to the importance of attitudes in the decision-making process of mode choice. The research has reinforced some elements of existing international business theories and cast some doubt on the influence of other elements contained within these theories. The empirical results of this study also contribute to business practices and governmental agencies by identifying areas of improvements in internationalization support programs. / 2013/10

Background: Globalization is well known in the business world and more and more firms, especially larger ones, are expanding into other countries. Though SMEs represent the largest share with about 99% of firms contributing to the wealth of import or export reliant countries, the majority is not taking the chance to grow by going international. It seems that the internationalization barriers play a crucial role in hindering this process wherefore this thesis aims at collecting possible support providers and activities which are aiding SMEs to overcome these barriers. More specifically is this thesis mainly offering an in-depth summary on major support organizations, firms and networks in Germany and Sweden including their specific activities of assistance. Purpose: The purpose of this master thesis is to describe and compare the internationalization support providers in Germany and Sweden including their respective offered activities. Method: A qualitative and inductive research approach was used in this study, following a practice-oriented, descriptive case study. Data was collected through secondary data collection and the analysis was based on content analysis including coding. Results: In Germany the main services offered are networking, market research and financing assistance, while mobility aid and training is rather rare. In Sweden in comparison training is highly provided as well as market research and networking assistance, whereas marketing and strategy enhancement plus mobility and implementation assistance are uncommon. Conclusion: Since each firm has individual needs, it was refrained from a standardized valuation. Therefore, each firm is advised to use the information provided in the appendices to quickly find service providers suitable to their requirements.

<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.

Small and medium-sized enterprises (SMEs) make the backbone of virtually all economies but most of them are only marginally engaged with global markets, particularly those from developing countries. Our ability to advise these firms is currently limited for two major reasons: on the one hand, conventional International Business literature treats the firm as a black box and does not advance in decision-making dynamics that are critical to SMEs' foreign expansion; on the other, recent SME internationalization studies have achieved important progress but seem dependent on the use of Effectuation theory to represent the decisions that guide SME internationalization. This thesis focuses on closing this gap, developing a treatment of SME internationalization that focuses specifically on characterising internationalization-related decisions as being based on firms’ control of their own means, which allow them to proactively create opportunities and take advantage of contingencies (that is, the control principle). Empirically, this thesis builds on a quantitative research design based on survey data collected from 851 SMEs distributed in Brazil, China, Italy, Poland, and Sweden. Analyses of these data were performed with multiple regression equations and structural equation modelling using partial least squares. Results show that SMEs seem more inclined to adopt control-based decisions during internationalization when under uncertainties related to their business networks and when they come from emerging markets. They also reveal that the paths toward the realization of international market performance with control-based decisions seem to involve both firm-level and individual-level dynamics, with social networking playing a critical role. Finally, the findings collectively make it possible to draw a picture that clarifies the conceptualization of the control principle and hints on the multi-level nature of control-based internationalization. Despite limitations, such findings contribute to both International Business and International Entrepreneurship literatures while advancing extant understanding of the nature of the control principle and its role in SME internationalization.