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Article

Nadège Measson and Colin Campbell-Hunt

By examining SMEs’ participation in trade fairs as a way to establish network relationships within a global value chain (GVC), the purpose of this paper is to offer one…

Abstract

Purpose

By examining SMEs’ participation in trade fairs as a way to establish network relationships within a global value chain (GVC), the purpose of this paper is to offer one example of the steps used to reach this goal.

Design/methodology/approach

The study uses a priori deductions derived from prior literature and case analysis of a purposive sample of six New Zealand SMEs to develop propositions on the use of trade fairs to enter a GVC network. The authors use the typology of GVC governance developed by Gereffi et al. (2005) to investigate how the use of trade fairs varies for each governance type.

Findings

The study concludes that international trade fairs offer great network-building possibilities for SMEs, as well as selling, promotion and information gathering benefits. Both theoretical argument and experiential evidence suggest that these benefits are contingent on the GVC’s governance type.

Originality/value

Although there is extensive work on the importance of networks to SME internationalisation, less has been done on the detailed steps used to build these networks.

Details

Journal of Small Business and Enterprise Development, vol. 22 no. 1
Type: Research Article
ISSN: 1462-6004

Keywords

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Article

Sylvie Chetty and Colin Campbell‐Hunt

The internationalisation of small‐ to medium‐sized enterprises (SMEs) is considered in the context of the overall configuration of strategy in these firms. This paper is…

Abstract

The internationalisation of small‐ to medium‐sized enterprises (SMEs) is considered in the context of the overall configuration of strategy in these firms. This paper is based on in‐depth case studies of the internationalisation path of ten small‐ to medium‐sized manufacturing firms in New Zealand. Two distinct paths are identified, one of global, the other of regional scope. These are argued to be the product of two distinct configurations of strategy, requiring different choices in product and market scope, mode of market development, and location of manufacturing. The patterns of internationalisation produced by these configurations are in some respects at variance with the predictions of stages models of internationalisation derived from larger enterprises and economies. The influence of these configurations and the characteristics of SMEs in particular those of the decision maker on the pace of internationalisation are also considered. A conceptual model is developed from the findings of this study by integrating internationalisation theories and SME characteristics.

Details

European Journal of Marketing, vol. 37 no. 5/6
Type: Research Article
ISSN: 0309-0566

Keywords

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Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-85724-723-0

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Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-85724-723-0

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