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International Small Business Journal
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Post-entry Internationalization Dynamics

Differences between SMEs in the Development Speed of their International Sales

Anna Morgan-Thomas

University of Glasgow, UK, a.morgan-thomas{at}lbss.gla.ac.uk

Marian V. Jones

University of Glasgow, UK, m.v.jones{at}lbss.gla.ac.uk

This study is concerned with the post-entry internationalization dynamics of newly internationalizing firms, specifically the speed at which their international sales develop after initial entry. In contrast to studies of international new ventures, the focus here is on the newness of internationalization rather than the newness of the firm itself. Firms are differentiated by the speed of internationalization as indicated by international intensity achieved within ten years. A sample of 200 newly internationalizing firms is divided into three groups namely,`rapid',`regular', and `reluctant' internationalizers. The groups are then compared in relation to the influence of: (1) their knowledge intensity, (2) their reliance on ICTs, (3) their international diversification strategy and (4) international channel strategy.The results show that rapid international sales development is associated with higher dependence on one key country market, higher country market diversity of sales and higher reliance on ICTs.

Key Words: export • ICTs • internationalization dynamics • internationalization patterns • internationalization speed • international sales development • rapid internationalization

International Small Business Journal, Vol. 27, No. 1, 71-97 (2009)
DOI: 10.1177/0266242608098347
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