Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/emerald-publishing/entrepreneurial-internationalisation-the-role-of-distributor-client-gB0JD3Ioix
References (12)
-
B. Merrilees, Dale Miller, James Tiessen (1998)
Serendipity, leverage and the process of entrepreneurial InternationalizationSmall enterprise research: the journal of SEAANZ, 6
-
J. Johanson, Jan-Erik Vahlne (1977)
The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market CommitmentsJournal of International Business Studies, 8
-
T. Madsen (1989)
Successful Export Marketing Management: Some Empirical EvidenceInternational Marketing Review, 6
-
B. Merrilees, James Tiessen (1999)
Building generalizable SME international marketing models using case studiesInternational Marketing Review, 16
-
J. Day, A. Dean, P. Reynolds (1998)
Relationship marketing: Its key role in entrepreneurshipLong Range Planning, 31
-
S. Bridgewater (1999)
Networks and internationalisation: the case of multinational corporations entering UkraineInternational Business Review, 8
-
Daniel Bello, Nicholas Williamson (1985)
Contractual Arrangement and Marketing Practices in the Indirect Export ChannelJournal of International Business Studies, 16
-
Desirée Blankenburg, J. Johanson (1995)
A Network Approach to Foreign Market Entry -
P. McDougall, S. Shane, B. Oviatt (1994)
Explaining the Formation of International New Ventures: The Limits of Theories from International Business ResearchJournal of Business Venturing, 9
-
P. Rosson, I. Ford (1982)
Manufacturer-Overseas Distributor Relations and export PerformanceJournal of International Business Studies, 13
-
W. Martello (1994)
Developing creative business insights: serendipity and its potential in entrepreneurshipEntrepreneurship and Regional Development, 6
-
J. Johanson, Jan-Erik Vahlne (1990)
The Mechanism of InternationalisationInternational Marketing Review, 7
- Publisher
- Emerald Publishing
- Copyright
- Copyright © 2000 MCB UP Ltd. All rights reserved.
- ISSN
- 1471-5201
- DOI
- 10.1108/14715200080001539
- Publisher site
- See Article on Publisher Site
Abstract
This paper examines the nature of SME (Small to Medium Sized Enterprise) international marketing strategies, using a framework developed by Merrilees and Tiessen (1999). This framework highlights two main types of marketing strategies: relationship‐driven and sales‐driven. The original study was developed using case studies of Canadian SMEs exporting to Japan whilst this current paper employs a quantitative survey of 182 SMEs. The addition of this quantitative sample enables a more analytical approach to be employed to aid our understanding of the particular nature of SME relationship marketing in an international context. Two different methodologies, factor analysis and cluster analysis are used for this purpose. Finally, the paper investigates the link between relationship activities and export performance. The paper confirms the usefulness of the Merrilees‐Tiessen classification of SME international marketing strategies, develops a new classification of SME international relationship marketing, and establishes a link between superior relationship activities and superior export performance.
Journal
Journal of Research in Marketing and Entrepreneurship – Emerald Publishing
Published: Apr 1, 2000
Keywords: Small to medium sized enterprises; Marketing strategy; Relationship marketing