Si le développement à l’international de certaines PME françaises sur le marché chinois a fait l’objet de nombreux reportages, et attire de plus en plus d’attentions du public ces dernières années, la situation globale de la présence de ce groupe d’entreprises de taille réduite en Chine reste méconnue. L’objet de cette étude est donc d’essayer de mettre au clair la situation de leur présence en Chine, et de proposer une approche globale pour comprendre l’internationalisation des PME françaises sur le marché chinois. Une attention particulière est portée au cadre théorique de PME, au travers de réflexions tout au long de cette recherche, cette étude essaie de proposer une nouvelle approche de la compréhension de la PME et ses démarches d’internationalisation. / While the international development of certain French SMEs in the Chinese market has been the subject of numerous reports and has attracted more and more attention from the public in recent years, the overall situation of the presence of this group of small and medium enterprises in China remains unrecognized. The aim of this study is therefore to try to clarify the situation of their presence in China and to propose a global approach to understand the internationalization of French SMEs in the Chinese market. Particular attention is paid to theories in SMEs, through reflections during this research, this study tries to propose a new approach to the understanding of SME and its procedures of internationalization.

La franquicia se presenta como un modelo de negocio mediante el cual una persona que cuenta con una marca otorga el derecho a un tercero para que pueda utilizarla haciendo uso de un mismo sistema comercial. La internacionalización de una franquicia involucra una serie de estudios de elementos a priori. Por un lado, elementos específicos para la inserción de la marca como: mercado objetivo, potencia de la demanda, respaldo financiero, nivel de inversión, tecnología, entre otros. Por otro lado, factores legales, políticos y económicos que enfrenta el país y que afectan directa e indirectamente el análisis. Estos factores serán considerados según el mercado destino que se seleccione. Este estudio analiza la relación de los factores comprendidos en los determinantes de la industria, de la empresa y de localización en la selección del modo de entrada tipos I, II y III, según la teoría del conocimiento. La investigación ha sido realizada a una muestra de 36 franquicias con marcas extranjeras que cuentan con presencia en el mercado peruano y que pertenecen a los sectores de gastronomía, servicios especializados, entretenimiento, belleza, moda y accesorios, tiendas retail y educación, para la elaboración del cuestionario se consideró la teoría basada en el conocimiento. Siguiendo la metodología de una tesis se realizó la aplicación del análisis factorial para el procesamiento de información y evaluación de resultados. En primer lugar, se realiza una investigación cualitativa que consistió en entrevistas a expertos en el tema: funcionarios de MINCETUR y Cámara Peruana de Franquicias. En segundo lugar, investigación cuantitativa mediante la aplicación del instrumento de la encuesta a la muestra de franquicias extranjeras. / Franchise system is a business model that it can be adopted by an organization by which a person who has a well-known trademark gives the right to a third party so that they can use it. The internationalization of a franchise involves a process that should be consider in order to create value for the firm. During the process there are several factors that are evaluated. This study analyzes the relationship of the factors included in the determinants of the industry, of the company and of location in the selection of the input mode types I, II and III, according to the theory of knowledge. The research has been conducted to a sample of 36 franchises with international trademarks that have a presence in the peruvian market and that belong to the sectors of gastronomy, specialized services, entertainment, beauty, fashion and accessories, retail stores and education. For the elaboration of the questionnaire was considered the theory of the Eclectic Paradigm of Dunning. Following the methodology of a thesis, the application of factorial analysis for the processing of information and evaluation of results. First of all, a qualitative research was carried out that consisted of interviews with experts on the subject: officials of MINCETUR and Cámara Peruana de Franquicias. Second, quantitative research through the application of the survey instrument to the sample of foreign franchises. / Tesis

Perú, luego de una labor conjunta entre los agricultores, los comercializadores y el Estado, se convirtió en el principal país exportador de quinua del mundo, superando a Bolivia. Una de las posibles causas que genera este resultado es el apoyo estratégico del Estado peruano con el propósito de dotar de recursos, conocimientos e información relevante a los miembros del competitivo mercado. La presente tesis se orienta a evidenciar al Estado peruano, mediante una percepción positiva de sus servicios en capacitación, plataformas comerciales e información de inteligencia comercial, como un promotor efectivo de internacionalización para las empresas beneficiadas de los programas de acompañamiento. Se observan definiciones de internacionalización, acerca de superfoods, la quinua, Estado peruano y el rol frente a la promoción de las exportaciones, y por último los métodos válidos de captación de la percepción. Se detalla la investigación con un enfoque cuantitativo, no experimental, transversal, y con alcances descriptivo, correlacional causal y explicativo. Se realizará la investigación mediante encuestas estructuradas, elaboradas en base teórica. Para ello, el modelo SERVPERF es guía para el procedimiento de medición y análisis de datos. En último lugar, se verificará la data resultante de las encuestas, con la percepción sobre los servicios del Estado peruano y su condición de promotor de internacionalización, así como las recomendaciones y aportes de los investigadores en base a los hallazgos obtenidos. / Peru, with the joint effort of farmers, exporters and the State, has become the main exporter of quinoa in the world, surpassing Bolivia. One of the possible causes for which this result was achieved is the strategic support the Peruvian State provides, with the purpose of providing resources, knowledge and relevant information to the members of the value chain and thus achieving competitive positions in the international market. This thesis brings evidence of how the Peruvian State, through training services, commercial platforms and commercial intelligence information, is considered as an efficient promoter for internationalization by the companies that participated in different development export programs. It is observed the definitions of internationalization, superfoods and quinua, the peruvian State and its rol in the export promotion, and the valid methods for the caption of the perception. The investigation is detailed with a quantitive focus, non-experimental, transversal with descriptive and explanatory scopes. The SERVPERF model is used as a base for the data compilation and post analysis of results. Finally, the discussion of the results is taken with the hypothesis and the results of the questionnaires, with the perception about the services offered by the State and its condition as an internationalization factor, and the recommendations and the contributions based on the findings. / Tesis

Thesis advisor: Betty Leask / Thesis advisor: Laura Rumbley / A record number of incoming international students from China are studying in universities in the United States today. It is important to understand this group for several reasons. Chinese students compose the largest group of international population in the U.S. Higher Education and learning about them assists with a better institutional practice including internationalization strategies. It is also important to assess their well-being in a foreign environment to improve student services. This research explores students’ perceptions and feelings in residence halls. It investigated factors that affect first-year undergraduate Chinese international students’ sense of belonging by exploring their experiences at Boston College. Using a qualitative and phenomenological approach, this study examined feedbacks from international Chinese students and provides important insights into their daily experiences. This study focused on exploring Chinese international students’ relationships with their roommates, and residential staff, to find out if these relationships influenced their sense of belonging to the community. As a partial replicate, partial follow-up study of Yao’s (2014) research, both guided by Hurtado (2013)’s framework, findings suggested that multiple elements serve as barriers and bridges to Chinese international students’ adaptation process, which include the influences of language, cultural difference, staff professionalism, and institutional internationalization plan. The study concluded with implications for practice at Boston College which may potentially be of interest to other institutions. Suggestions for future research are also identified. The study indicated a critical need for university staff to assess, examine, and explore the diverse campus culture by paying more attention to a sense of belonging to continue with the facilitation of internationalization for the overall success of international students. / Thesis (MA) — Boston College, 2019. / Submitted to: Boston College. Lynch School of Education. / Discipline: Educational Leadership and Higher Education.

Ready-made garment (RMG) industry is the biggest and most importantindustry of Bangladesh with the highest overall export earnings and foreigncurrency earnings in the country. And international market is the biggestexporting destination for Bangladesh RMG industry. However, the overallcondition of this sector does not look well recently. Research suggests thathundreds of garment factories have been shut down during the past few yearsdue to not coping up with the different challenges of internationalization,although the overall export earnings remain relatively unchanged. Therefore,the authors conducted this research to identify and present in-depthknowledge about the major challenges that Bangladesh RMG industry arefacing while internationalizing and operating in foreign markets in recentyears, as the author believes these challenges could be the possible reasonsthat forcing RMG SMEs to shut down their operations.This research aims to identify the internationalization challenges forBangladesh RMG companies in international markets. Suchinternationalization challenges focusing on international markets have notbeen studied much previously and thus have created a knowledge gap.Therefore, this study addresses such a knowledge gap by answering thefollowing research question: What is the process of Internationalization of Bangladesh RMGcompanies? What are the internationalization challenges faced by the BangladeshRMG companies? How do the RMG companies manage the challenges they face?Empirical data was gathered by interviewing respondents from three RMGcompanies in Bangladesh and through secondary data sources. The findingsof this study show that Bangladesh RMG companies internationalize rapidlywithin a couple of years from inception. The study also identified somemajor internationalization challenges such as competition, major industrialaccidents, Infrastruture, etc. Moreover, network relastionships are found tobe essential in Bangladesh RMG companies‘ internationalization. Theauthors then analyzed the findings by applying previous literature and theirown created conceptual framework. Furthermore, this research providestheoretical and managerial implications on this essential topic. Key words: Competition, Exporting, Internationalization, Internationalization challenges,Infrastructures, Networking, Readymade Garment (RMG) Industry.

Internationalizing small and medium sized enterprises are limited in resources in comparison to larger enterprises. Through digitalization, smaller sales organizations have been presented with tools to enable the sales representatives to use time more effectively and focus on reaching organizational goals. This study aims to determine how digital sales and marketing tools should be implemented into the traditional sales process to increase time effectivity of sales representatives. Based on previous literature on related topics, sales representatives of Scanmast were interviewed and insights specific to the implementation of digital sales and marketing tools into complex B2B sales processes was gathered. The analysis of the responses in congestion with previous research demonstrated that certain ways of leveraging digital sales and marketing tools increase the time effectivity of sales representatives. These results were found to be especially present in regard to the parts of the sales process where customer interaction is considered to be low.

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El Pisco es un aguardiente exclusivamente peruano producido únicamente con mosto fermentado de uvas pisqueras. Es un producto de muy alta calidad y constituye la bebida bandera del país. Perú y la Unión Europea firmaron un Tratado de Libre Comercio que entró en vigencia en el 2013, convirtiéndose en el tercer socio comercial del Perú. El Pisco, con Sub Partida Nacional 2208.20.21.00, incrementó sus exportaciones entre el 2013 y el 2017 en 22.97% (valor FOB). La presente investigación analizará los mercados de Alemania y Reino Unido debido a que la Comisión de Promoción del Perú para la Exportación y el Turismo - PROMPERÚ está dirigiendo sus esfuerzos hacia dichos mercados y se encuentra realizando planes estratégicos que estimulen el posicionamiento del Pisco. Teniendo en cuenta lo expuesto, se planteó la siguiente pregunta: ¿Cuál es la relación entre las exportaciones de Pisco y los factores que propiciaron su internacionalización hacia Alemania y Reino Unido entre el 2013 y el 2017 en el marco del TLC con la Unión Europea? Para responderla se realizó una regresión lineal múltiple con información secundaria de las variables: tipo de cambio real, producción, valor FOB exportado y número de empresas exportadoras. Se concluye que la regresión dio respuesta a la pregunta planteada tomando en cuenta el valor FOB exportado y el número de empresas exportadoras, deduciendo que estos son los mayores determinantes de la internacionalización del Pisco hacia Alemania y Reino Unido. Se recomienda realizar investigaciones que abarquen aspectos comerciales y de marketing para lograr mayor participación en estos mercados. / Pisco is an exclusively Peruvian spirit produced only with fermented must from Pisco grapes. It is a very high quality product and it is the country's flagship drink. Peru and the European Union signed a Free Trade Agreement which entered into force in 2013, becoming Peru's third largest trading partner. Pisco, with tariff item 2208.20.21.00, increased its exports between 2013 and 2017 by 22.97% in FOB value. This research will analyze Germany and the United Kingdom markets due to the fact that the Peruvian Export and Tourism Promotion Commission - PROMPERU is directing its efforts towards these markets and is making strategic plans to stimulate the positioning of Pisco. In view of the aforementioned, the following question was raised: What is the relationship between Pisco exports and the factors that led to its internationalization to Germany and the United Kingdom between 2013 and 2017 within the framework of the FTA with the European Union? To answer it, a multiple linear regression was made with secondary information of the variables: real exchange rate, production, FOB value exported and number of exporting companies. It is concluded that the regression answered the question posed by taking into account the FOB value exported and the number of exporting companies, deducing that these are the major determinants of the internationalization of Pisco towards Germany and the United Kingdom. It is recommended to carry out research covering commercial and marketing aspects to achieve greater participation in these markets. / Tesis

Thesis advisor: Hans de Wit / This study looks at how services for mental health, a growing crisis on college campuses worldwide, are being provided and promoted to international students, a portion of the student body that faces additional mental health challenges, in Japan, a country where the culture historically stigmatizes mental health. Using the theories of comprehensive internationalization and cross-cultural adjustment to guide a series of semi-structured interviews, data was collected from international office members, counseling office members, and professors of higher education from five Japanese universities and compiled into five case studies which were then categorically and comparatively analyzed. The study found international offices provided a variety of services and activities aimed at easing cross-cultural adjustment but could improve collaboration with counseling offices. Counseling offices were found to be lacking specialized services and promotion to international students. Furthermore, although perceptions of mental health are improving, advocacy was found to be near non-existent. / Thesis (MA) — Boston College, 2020. / Submitted to: Boston College. Lynch School of Education. / Discipline: Educational Leadership and Higher Education.

Thesis advisor: Rebecca Schendel / The number of international students has risen in the United States for the past twenty years. In order to better understand the role of this population in the U.S. higher education system, many studies have explored the cultural integration of international students, seeking to establish a comprehensive understanding of this commonly identified issue. However, integration difficulties remain integral to many international students’ college life in the U.S. and impact both their in-college experience as well as their post-graduation transitions. Previous studies of international students’ experience in the U.S. context have rarely focused on the endpoint of international students' learning process at college, which encompasses the graduation and post-graduation period. The significant and probably influential outcomes of the long journey international students went through in American Higher Education Institutions have been largely neglected, especially for the international population who attended mission-driven institutions whose educational purpose and focus are individual formation. Therefore, this study used college student development theories and a specific college influential model to understand the potential influence that a mission based American institution has exerted upon international students' perspectives and values and individual future planning. The study surveyed 27 international students and interviewed 11 international students at Boston College with the aim of gaining a solid understanding of the graduating international students’ college experience in an effort to validate and interpret their development during college life. The study result indicates that most participants have developed a better understanding of themselves. This consolidated self-perception has become a basis in forming their future plans and facilitating their decision-making after graduation. However, the relationship between institutional influence and individual changes are difficult to determine due to lack of persuasive evidence. / Thesis (MA) — Boston College, 2020. / Submitted to: Boston College. Lynch School of Education. / Discipline: Educational Leadership and Higher Education.