Internationalization of small‐ and medium‐sized enterprises: a multi case study

Purpose – The purpose of this paper is to analyze the determinants of the internationalization of small‐ and medium‐sized enterprises (SMEs). More specifically, it is to test the effects of entrepreneurship and networking relationship on the internationalization pattern of SMEs from an emerging economy, Brazil. Design/methodology/approach – The study was designed to be qualitative, using a sample of three companies from the manufacturing industries, with significant involvement in foreign markets. Findings – The study has shown that the importance of entrepreneurs and network relationship are important factors for the understanding of the internationalization's pattern of SMEs. Furthermore, the performance of internationalization depends largely on the ability of companies to relate innovative and proactive international behavior to learning's process through the maintenance of national and international networking. Originality/value – Most empirical studies have been concentrated to evaluate and address this phenomenon of SMEs internationalization based on the experiences of developed countries. Although there is a growing interest on the internationalization of SMEs in less developed countries, they are still very limited empirical studies in this field. This research intends to fill this gap in two manners. First, in terms of focusing more specifically on the internationalization of the case of companies from a developing country, using a qualitative multi case analysis. Second, using a framework, which relates entrepreneurship and networking and how they affect the internationalization's strategy of SMEs.