Internal resources as tools to increase the global competition: the Italian wine industry case

Abstract

Purpose

The purpose of this paper is twofold: first, it identifies distinct organizational models in a sample of small and medium enterprises operating in the Sicilian wine industry; and second, it identifies the key factors enabling a superior export success.

Design/methodology/approach

Internal resources were analyzed theoretically in order to achieve the aims of the study. Subsequently the empirical investigation was carried out administering a questionnaire to a sample of 102 wineries in Sicily, Italy. A cluster analysis was performed in order to group these firms into homogeneous categories.

Findings

The findings show that success in the international market is more common among wineries characterized by a larger physical and economic size, a longer experience in the international market, managed by entrepreneurs-owners who are highly educated and proficient in foreign language, and implement voluntary certifications.

Research limitations/implications

The results need to be interpreted within the context of the study’s research design; more specifically, the reader should take into account that the study focuses exclusively on one industry and on one region (wine in Sicily).

Practical implications

The findings offer a valid support for managers who could use this results to better focus their effort and choose the most appropriate strategy in order to improve their performance in foreign markets.

Originality/value

Very few empirical studies have been carried out on the impact that internal and in particular organizational resources have on the firms’ organizational models operating in the wine industry.

Citation

Galati, A., Crescimanno, M., Tinervia, S., Iliopoulos, C. and Theodorakopoulou, I. (2017), "Internal resources as tools to increase the global competition: the Italian wine industry case", British Food Journal, Vol. 119 No. 11, pp. 2406-2420. https://doi.org/10.1108/BFJ-02-2017-0092