In our increasingly globalised world, supranational regions, nation states and individual country regions are progressively more in competition with one another. How the nation state and region can become more competitive and how this competitiveness can be measured is open to debate. This thesis presents work based upon two aspects that have been proffered as to how competitiveness at the country and region level can be explained, that is through investment (via Foreign Direct Investment (FDI)) inflows and through the development of enterprise and in particular the enhancement of the small firm in international markets. The theme that runs through the thesis is one of competitiveness and competence. The competence of the region to attract FDI and the competence of the entrepreneur and the SME to undertake internationalisation. The thesis begins by examining the concepts of national and regional competitiveness. Two of the determinants of national and regional competitiveness are then considered - FDI and the level of small firm activity/entrepreneurship. The paper analyses the empirical and theoretical work on FDI and considers how regional competencies/factors can be used to attract FDI. SME internationalisation and its impact on regional competitiveness are then examined, focussing on the resources and competences, at the level of the entrepreneur and the firm, which influence SME internationalisation. The thesis contributes to the richness of understanding of the complex relationship between the range of explanatory factors at a regional, national and supra-national level that influence inbound FDI. In particular providing a much better understanding of UK regional FDI inflows. The section on internationalisation of SMEs contributes to the understanding of entrepreneurial and firm competences through the study of small firms at the county level of Northamptonshire. This county is a relatively under-researched area in the study of SMEs and in the study of the county's SME activity in international markets it has been even more sparsely investigated.

<p>Introduction: Already in the 1970’s, internationalisation was noted as a striking trend in business. Since then, the speed of internationalisation has increased as infrastructure, communication, and IT have decreased space and time barriers for international trade. Today, companies must engage in international activities to survive in the competitive environment and researchers argue that firms’ international performance is determined by their ability to establish relationships.</p><p>Problem: In order to facilitate the search for business actors globally, Chamber Trade Business to Business AB offers a database in which companies can post business inquiries. Lately, the number of inquiries published in the database has decreased. Therefore, the question arose what other tools companies use instead when searching for business partners. This empirically driven problem is also matched by a theoretical need for more research about how firms establish international relationships.</p><p>Purpose: The purpose of this thesis is to analyse how small Swedish B2B companies find downstream international partners.</p><p>Theoretical framework: In order to create a frame of reference for guidance in the collection and analysis of the empirical data, theory has been divided into three sections; Internationalisation theory, Business to Business relationships theory, and Means for international interaction.</p><p>Method: To fulfil the purpose of the thesis, a qualitative study with an inductive approach was undertaken. Secondary data in terms of literature and academic articles were scanned to create a theoretical framework and to facilitate the collection of primary data. Primary data was gathered from ten small Swedish firms in order to find out how their downstream international business relationships had been initiated.</p><p>Conclusion: Our thesis concludes that many Swedish sellers start out their internationalisation to countries with close distance by responding to unsolicited orders from foreign customers. Over time, their proactiveness increases and they primary use the following channels in order to find international partners: networks, trade fairs, trade- and industry organisations, and the Internet. Databases have several defaults for being a useful search tool, mainly their lack of precise search criteria and personal interaction. Further, when companies offer a high quality product, a reputation is created about the company. Consequently, foreign customers pull the company into new countries and the need for external search tools is low.</p>

Baigiamojo darbo tikslas - išsiaiškinti ar bendrovės idėja teikti įdarbinimo paslaugas Lietuvos piliečiams Norvegijoje būtų reali, perspektyvi, o svarbiausia – pelninga veikla. Teorinėje darbo dalyje analizuojami - paslaugų marketingo ypatumai, paslaugų marketingo strategijos, paslaugų marketingo veiksmų planas, internacionalizacijos aiškinimai, skverbimosi i užsienio rinkas fazės. Analitinėje baigiamojo darbo dalyje atlikti tyrimai ir rezultatai - išanalizuota Norvegijos makroaplinka, šalies ekonominė aplinka, nedarbas ir infliacija, socialinė – kultūrinė aplinka, politinė-teisinė aplinka, istirta Norvegijos darbo rinka ir jos poreikiai, išanalizuoti bedarbystės rodikliai, socialinė sistema. Gauti rezultatai leidžia teigti, kad Norvegijos darbo rinka yra tinkama teikti įdarbinimo paslaugas Lietuvos piliečiams ir veikla būtų populiari bei pelninga. Projektinėje darbo dalyje suformuoti tokie sprendimai - suformuluota įmonės misija, tikslai ir paslaugų pobūdis, tikslinės rinkos apibrėžimas, konkurencinės aplinkos ištyrimas, rėmimo priemonių parinkimas, darbdavių ir darbuotojų lūkesčiai, apklausos metodas, finansinė analizė, išlaidų prognozės, valdymo įrankiai, sunkumai ir rizika, finansinių prognozių prielaidos, lūžio taško įvertinimas. / This master paper tries to give a firm idea of implementing such a plan. Referring to different literature and information on the web sites the paper analyses basic elements of macro environment of Norway market (economical, political, social and geographical elements). Studies in detail the Norwegian labour market characteristics, the need of this market and the unemployment rates, also the issues related with recruitment process (recruitment selection, recognition of qualification, etc.). The paper presents in detail the requirements for foreign nationals seeking to work in this country, informs about social security and tax systems existing in this country. While describing the marketing strategy the main analysis focuses on the future nature of the services building and the target market. The paper analyzes possible support measures of such an activity and the expectations of employers and employees while working in Norway. Finally the financial aspect of this activity are touched and the question of financial implementation and the ratio of supply frequency and the price ratio is established.

In the context of globalisation and liberalising economies, an increasing number of local firms based in developing countries and emerging markets are encouraged to internationalise their business activities and thus participate in foreign trade. Their sustained success is founded on two key factors; their ability to access potential foreign markets, and their ability to upgrade their capabilities and thus improve their positioning in global markets. This thesis investigates the internationalisation process and upgrading prospects of Indian Garment Manufacturers (IGMs). It begins by examining how IGMs gain access to foreign markets and discusses the factors that help or hinder their progress. The thesis subsequently explores the ways in which IGMs upgrade their activities to higher value-added activities and investigates the contributory factors that drive and shape their upgrading prospects. Existing studies employ the concept of ‘Diaspora networks’ or ethnic ties to explain how local firms from emerging markets are able to internationalise their business activities. These studies highlight the integral role played by Diaspora networks in enabling this internationalisation. Diaspora networks help connect local firms with foreign, world class buyers (or ‘lead firms’) using the Diaspora’s own pre-established ties and links with such lead firms. Similarly, Global Value Chain (GVC) proponents assume the upgrading prospects of these local firms can be enhanced as a result of linking up with ‘lead firms’ because of the benefits that can be derived from knowledge and technology transfer imparted through working with world class buyers. The extant literature however is vague on the internationalisation processes of IGMs. Furthermore, it does not adequately address the extent to which IGMs utilise Indian Diaspora networks to access foreign markets and to internationalise their business activities. It is also unclear what mechanisms are employed to impart knowledge from lead buyers to suppliers and to what extent the knowledge and technology transferred plays a key role in progressing IGMs upgrading activities; especially in the higher value added functions of design. This thesis contributes by addressing and shedding further light on these unresolved issues. It examines the issues using a combined approach, where theories and concepts from international business (IB) and GVC are employed in analysing the subject matter and thus allows for a more nuanced and comprehensive understanding of the issues under investigation. To explore the above themes a case study based approach was employed. Interviews were conducted with key decision makers/owners of 23 case companies. Further interviews with key industry, academic and government heads were conducted as a means of triangulation. Interviews were, in turn, supplemented with documentary evidence and published material from company websites, industry and academic journals, and newspaper articles, so as to arrive at a more comprehensive understanding of the issues in question. Findings from this study suggest that IGMs rarely use Diaspora networks to access foreign markets. Instead, the majority of IGMs have achieved internationalisation as a result of well-developed networks of formal intermediaries based in India who have facilitated connections with prospective buyers. Furthermore, their manner of internationalisation reveals IGMs tend to access foreign markets initially at a very young age and at a rapid pace. Thus process-based theories of internationalisation seem inappropriate in explaining this rapid pace of internationalisation; insights from the literature on Born Globals and International New Ventures (INVs) seem, at first, to offer better explanations. However, employing concepts such as the ‘mature’ born global and the ‘failed’ born global leads one to re-examine and reconsider these initial findings. Re-examined findings indicate that in fact maturing IGMs are realigning their internationalisation trajectories to be better positioned to take advantage of favourable domestic market conditions. These findings are better explained using a more inclusive definition of internationalisation; particularly, concepts of de-internationalisation and extra-regional expansion from the field of IB. Additional findings, related to the issue of upgrading, indicate that contextual factors, usually related to the domestic economy and the firm’s internal circumstances, play a significant role in affecting the upgrading prospects of IGMs. These findings are contrary to GVC-based explanations of what drives and shapes IGMs’ upgrading activities, which place excessive emphasis on the role of the ‘lead firm’. In particular, GVC-based assumptions regarding the knowledge and technology transfer benefits available to local manufacturers by linking with larger world class buyers or lead firms seem of limited applicability to IGMs; here, firm-specific factors seem more important in determining firm choices concerning upgrading trajectories.

Avec la participation accrue des économies émergentes dans l’économie mondiale, les Born Globals de ces pays deviennent des acteurs significatifs. L’objectif de notre recherche est d’étudier le processus d’internationalisation des Born Globals chinoises, ainsi que d’explorer les facteurs clés expliquant ce processus d’internationalisation précoce et rapide. Pour répondre à notre questionnement, une double méthodologie a été employée : une approche quantitative par une étude exploratoire suivie d’une approche qualitative par une étude de cas multiples. Nous avons choisi la province du Zhejiang comme terrain de recherche, car la plupart des PME de cette région s’orientent dès leur création vers l’international. A partir d’une analyse des littératures relatives à l’internationalisation des PME et des Born Globals, nous avons identifié sept facteurs principaux dans le processus d’internationalisation des Born Globals et nous les avons examinés dans le contexte chinois par une étude exploratoire. Suite à cette étude qui nous a permis d’identifier les dirigeants et les réseaux comme facteurs clés expliquant l’internationalisation rapide des Born Globals chinoises, nous avons réalisé une analyse inter-cas auprès de sept Born Globals chinoises. Cette étude nous a permis de comprendre l’action de ces deux facteurs clés dans l’internationalisation rapide des Born Globals ainsi que leur impact sur ce processus. / With the increased participation of emerging countries in the global economy, the Born Globals in these countries become significant players. The aim of our research is to study the internationalization process of Chinese Born Globals and to explore the key factors explaining their early and rapid process of internationalization.To answer our questions, a double methodology was used: a quantitative approach of an exploratory study followed by a qualitative approach of a multiple case study. We choose the Zhejiang province as our research field because most SMEs in this region start to internationalize soon after their creation.From a literature review of the internationalization of SMEs and Born Globals, we have identified seven key factors in the internationalization process of Born Globals and we have examined them in the Chinese context through an exploratory study. Following this exploratory study, which allowed us to identify the leaders and the networks as two key factors explaining the rapid internationalization of Chinese Born Globals, we conducted a cross-case analysis within seven Chinese Born Globals. This study allowed us to understand the functions of these two key factors in the rapid internationalization of Born Globals as well as their impact on this process.

Cette recherche propose d'étudier les facteurs qui influencent les responsables de PME dans leur choix d'internationaliser une activité. Partant de la littérature en science de gestion sur la décision, nous mettons en exergue l'influence séminale et néanmoins peu étudiée d'un déterminant de la décision : les Représentations Sociales. En contexte international, nous postulons que les décisions sont guidées par les Représentations Sociales de la mondialisation et de l'internationalisation. Ainsi, nous introduisons un modèle composé des différents déterminants endogènes de la décision d'internationaliser : les traits décisionnels internationaux (Représentations Sociales et attitude vis-à-vis de la mondialisation et de l'internationalisation) et les traits décisionnels classiques (tolérance à l'ambigüité, intuitivité et proactivité). Afin de valider ce modèle, nous adaptons une méthode originale permettant de mesurer les comportements décisionnels en concomitance avec les profils de répondants : la Méthode Des Scénarios. Celle-ci découle sur la conception, le test, et la validation d'un instrument de mesure évaluant les décisions et les profils de répondants. Le terrain est constitué de 33 participants, pour les phases qualitatives, et de 149 responsables de PME françaises, pour la phase quantitative. Nos résultats suggèrent qu'en contexte international les décisions sont guidées par les traits décisionnels internationaux et classiques. Nous montrons également que les traits décisionnels internationaux expliquent davantage la décision d'internationaliser une activité que les traits classiques / This research aims at studying the factors that influence people in charge of SME in their decisions to internationalize an activity. Starting from the literature about the decision in the management field, the authors highlight the seminal influence, though hardly studied, of one determinant of the decision: the Social Representations. In an international environment, the authors assume that Social Representations of globalization and internationalization influence on decision making. Thus, the authors introduce a model composed of the decision to internationalize endogenous determinants: international decision features (Social Representations and attitude towards globalization and internationalization) and classical decision features (tolerance to ambiguity, intuitivity, and proactivity). In order to validate this model, the authors adapt an original method to capture the respondents' decision behavior: The Scenario Method. It leads to design, test and validate a tool which measures decisions and respondents' profiles. The field is composed of 33 participants for the qualitative studies, and 149 top managers of French SME for the quantitative study. The results suggest that in an international context, decisions are both based on international and classical features. The authors show that international decisional features better explain decisions than classical decisions features. Furthermore, Social Representations contribute to better understand the origin of individual's position towards globalization and internationalization: for instance, respondents who are unfavorable to globalization perceive it as a source of threat and competition

Firm internationalisation has been a broadly examined subject, which has generated various established theories. Previous business activities are described as structured, incremental and predictable, which has enabled the development of frameworks that describe how the business internationalisation is conducted. Today’s technological advances, globalisation and changes in demographics are contemporary environmental forces of change, and the Swedish tech industry is growing in a steady phase. The tech start-ups internationalise rapidly and from an early age but in various ways, and therefore, reflecting diverse internationalisation theories to different extents. The wave of tech start-up is increasing and are seemingly operating in an unconventional manner and contradicts well-known theories, leaving scholars in the search for profound understanding about this phenomenon. Consequently, lack of previous research based on tech start-ups internationalisation processes has provided motivation for this study, with the intention to provide knowledge to companies and contribute with new theory angles to the existing literature. The purpose with this study was to fill the research gap on tech start-up internationalisation by investigating and analyse how the Stockholm-based tech start-ups internationalise, what barriers and drivers they have encountered while pursuing the expansion as well as, how these have affected the internationalisation. The literature review emphasises on internationalisation theories as well as, barriers and drivers of the internationalisation process and is summarised with a conceptual framework. The study was conducted through a qualitative case study including four companies of, which all four had established international operations and therefore, generated insightful information about the subject. Moreover, interviews with founders and CEOs of the companies were conducted through semi-structured approach, which including questions related to their internationalisation process and the barriers and drivers. The empirical data was thereafter organised and paralleled with previous theories as well as, with the authors' considerations. Finally, the conclusion highlight answers to the research questions and provide theoretical and practical implications, as well as suggestions for further research.

This is a comparative study on postgraduate students‘ social experiences in two academic departments: the Faculty of Health Sciences and the Wits School of Business, at the University of the Witwatersrand (Wits), South Africa. This study‘s central questions are: how do postgraduate students from two departments perceive their social experiences? What shaped their perceptions? And how do they compare? This study shows a difference in students‘ perceptions and understandings of the social space in those departments. That is, social interactions at the business school (Wits School of Business) are closely linked to the academic space with the patterns linked to having friends from the same classes and study groups with very high expectations of social life on campus; while in the Faculty of Health Sciences, social interactions are limited and socially orientated with the patterns of having friends from the same department and same region with low expectations on their social life. This difference is explained by means of two main factors, the nature of the academic discipline and the students‘ individual identities that they bring to campus.

The past decade's globalisation has become an increasingly important topic in international business. Firms, therefore, search for business opportunities in new markets, where the aim is to increase revenue. However, many of the world’s developed economies are becoming more saturated, which leads to firms looking for opportunities in emerging countries. Recent studies and statistics indicate that the West-African region is developing thus leading to increased buying power and population growth. The purpose of this thesis is to research how firms can exploit opportunities which derive from the development in the West-African market, and sub-sequentially how the risks are managed. This study is conducted with a qualitative research method with an abductive approach based on eight MNC’s with experience from Ghana and Nigeria. Due to the lack of previous research on especially how firms exploit opportunities, it was key for the authors to go back and forth between empirical findings and the literature review to achieve a holistic view of the topic and find gaps in the existing literature. The authors further have created a conceptual framework based on previous literature which provided themes combined with the operationalisation to answer the research questions. The analysis discusses the existing literature combined with the empirical findings and the authors’ thoughts in the context of West-Africa. Lastly, a concluding chapter with results, theoretical- and practical implications, limitations, societal contribution and suggestion for further research is presented. The result of the thesis has provided further knowledge of how firms exploit opportunities and manage risks as well as how important the network is for firms entering West-Africa. The most significant finding shows that a firm needs to access the correct network upon entering Ghana and Nigeria in order to exploit any opportunity. The authors suggest that managers need to access the correct network via an agent providing them with local specific knowledge to overcome a lack of knowledge and initial risks. Further building upon the initial agents’ network will enable them to explore further opportunities within the West-African region.

Background: The service sector has grown immensely during the last decades and the demand for services is increasing. For professional service firms (PSFs) that want to internationalize and move to other markets, it is important to know how to attract customers and how to accommodate their needs. Therefore, it is important to know what aspects of the marketing mix to consider and how these elements can be standardized or adapted in regard to different markets and needs. It is vital to know what factors influence how the elements should be standardized or adapted in order to be able to flourish as a service firm in international markets.  Purpose: The purpose of this thesis is to explore the factors that influence the standardization or adaptation process within the marketing mix consisting of the 7Ps. Additionally, investigating to what extent each of the components of the marketing mix has been standardized, adapted or used both approaches. This thesis aims to contribute with knowledge and understanding behind these decisions as to why the marketing mix has been standardized or adapted in certain components.  Method: This study makes use of a single case study for which an exploratory approach is implemented with use of a mixed methods approach. The study uses an interpretivist philosophy and an inductive approach. Primary data was collected through interviews and a survey, while secondary data came from the company website and marketing material.  Conclusions: This study came to the conclusions that the components of product, place and people are adapted, promotion and process are standardized, and physical evidence and price is considered to be a mix. There are different factors that influence the marketing mix components, where customer preferences are considered to have the highest influence.