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International Small Business Journal
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Internationalization Process of Spanish Small Firms

Strategies, Transactions and Barriers

Nieves Arranz

UNED, Spain, narranz{at}cee.uned.es

J. Carlos Fdez. De Arroyabe

ESIC Business and Marketing School, Spain, juancarlos.fernandez{at}esic.es

The purpose of this article is to provide theoretical and empirical evidence to offer a more integrative vision of the internationalization process of SMEs. Traditionally the literature on the internationalization process has been based on two perspectives, the process theory and the international new ventures model. Combining both approaches and based on empirical data collected from 250 Spanish SMEs, the article explores two possible internationalization strategies (proactive and reactive), identifying the international transaction forms (market and cooperation agreements) and the obstacles and barriers that SMEs meet in internationalization. Our results suggest the complementariness of two theoretical perspectives to explain the internationalization process. Further, that strategic positioning of SMEs is the outcome of a 'learning cycle' that allows firms to overcome internal and external obstacles.When SMEs have a high commitment and control of their international activities, our results also show that firms tend to prefer alternative governance mechanisms such as cooperation. The implications of these results, both for managerial and public policy, are discussed as well as suggestions for future research.

Key Words: cooperation • market • proactive and reactive strategy • Spanish SMEs

International Small Business Journal, Vol. 27, No. 4, 420-441 (2009)
DOI: 10.1177/0266242609334968
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