Internacionalizacion

The aim of this study is to provide better insight into the internationalization
process of small and medium-sized enterprises (SMEs), Using a five-year panel
dataset and a relatively new technique, DEL analysis, the predictive validity of
the export stage concept of Cavusgil's innovation-related internationalization
model (the I-model) is examined. This stage theory conceptualizes theinternationalization
process using five stages: a domestic marketing stage, apre-export stage, an experimental involvement stage, an active involvement stage, and a committed involvement stage. In addition,
the time period to be considered in moving from, one stage to another is
explicitly tested. The results suggest within certain limits that Cavusgil's
stage theory holds for European manufacturingSMEs, According to the considered
time frame, the results are slightly in favor of a two-year period.
Since 1992, the European Union (EU) has become a reality for European firms.
Within this free trade zone, even more steps are being taken to unite the countries,
both economically and politically.This transition changes the national and international business environment. For small andmedium-sized firms(SMEs)—
and for their competitors—it has become easier to broaden the firm's
activities internationally. Besides the establishment of the EU, the democratization
of Eastern Europe also brings new opportimities as well as threats, because
some of these countries are likely to enter the Utiion. An internal market of
nearly 500 million constuners, reaching from the Atlantic Ocean tothe Russian
border and from the North Pole to the Black Sea, will emerge. For large and
small firms, these changes will result in a need to cope with international competition
as well as w^ith increased opportutiities to go abroad. Several theories and concepts have
been suggested to capttire the process of intemationalization.Among these, the socalled
stage models receive much attention.These theories assume that the process of internationalization should follow a prescribed path to be successful. Knowledge about the validity of this assumption is of
great interest to firms facing important strategic decisions. However, research to date has some important limitations. Most of the research has concentrated on large firms, using case studies or cross-sectional
studies and oftenconcentrating on a specific country of origin (Zwart and Gankema 1990).The actual progression through the stages has been underexposed, and little attention has been paid to the time dimension of the process (Anderson 1993). Lack of longitudinal data and appropriate research techniques seems to be the main cause for these limitations. The aim of the current study is to provide
better insight into theinternationalization process of SMEs.This study gives the SME owner/manager, public policy makers, and researchers some data on the validity of Cavusgil's stage theory for SMEs. Some opponents of stage theory argue that the concept is no longer relevant. Indeed, there is a possibility that some firms skip stages because global niches have become narrower and transportation and Communicationscosts have rapidly decreased (McDougall, Shane, and Oviatt 1994; Oviatt and McDougall 1994).According to Reuber and Fischer (1997), firms with an internationally experienced management team can skip the first two stages. We relieve that in general the stage theory holds for
existing SMEs and that the model is particularly useful for giving SMEs a successful
pattern to follow through the exportprocess. To test the predictive validity of the export stage concept for SMEs, this study analyzed a five-year panel data set from 144 European manufacturing SMEs
using the DEL statistical method.
Background
The process of internationalization has been the subject of widespread theoretical and empirical research (for example, Johanson and Wiedersheim-Paul 1975; Johanson and Vahlne 1977; Bilkey...