Motivations driving manufacturing SMEs to internationalize through gateway strategies: A conceptual framework

Abstract : This study applies the internationalization theory to understand what motivates SMEs to implement gateway strategies – i.e. to invest in a country to re-export to third countries. While some academics emphasize the importance of free-trade agreements and costs differentials, others highlight the role played by the individual and reticular dimensions. We realized 66 in-depth interviews and five days of non-participant observations with five French manufacturing SMEs and ten promotion agencies. Our analysis revealed the existence firm-, network- and country-related motivations as well as common, partially shared and specific motivations. We end up proposing a conceptual framework.
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Conference papers
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https://hal-univ-lyon3.archives-ouvertes.fr/hal-01522410
Contributor : Noémie Dominguez <>
Submitted on : Monday, May 15, 2017 - 8:44:04 AM
Last modification on : Wednesday, January 23, 2019 - 7:48:11 PM

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  • HAL Id : hal-01522410, version 1

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Noémie Dominguez. Motivations driving manufacturing SMEs to internationalize through gateway strategies: A conceptual framework. Association of International Business - UK & Ireland Chapter (AIB-UKI), Apr 2017, Reading, United Kingdom. ⟨hal-01522410⟩

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