Building generalizable SME international marketing models using case studies

Abstract

Builds a relevant model(s) of SME international marketing given the lack of well‐accepted theories to date. Twelve case study firms were analysed using a semi‐structured survey protocol. Five of the cases are described in depth in the text and summaries are given of the other seven. Four features including niche market power and control over client and agent selection are used to define the two models that emerged from our study: a sales‐driven model and a relationship‐driven model. Four firms were attributed to the sales‐driven model, including firms that have been exporting for a long time. The paper breaks new ground by attempting to develop holistic models of SME international marketing, but importantly in a way that is firmly grounded in the operations, decisions and behaviour of real‐world SMEs.

Citation

Merrilees, B. and Tiessen, J.H. (1999), "Building generalizable SME international marketing models using case studies", International Marketing Review, Vol. 16 No. 4/5, pp. 326-344. https://doi.org/10.1108/02651339910281875