The Internationalization process of mexican SMEs

Abstract

This dissertation analyzes the internationalization process of 50 Mexican small and medium-sized firms (SMEs). Previous research has been focused on specific aspects of the SME internationalization process. At the same time, there is a lack of research analyzing SMEs from emerging economies. Therefore, this study is motivated by the general research question: How do Mexican SMEs internationalize? To answer this question, I developed two specific research questions: (1) How do Mexican SMEs decide to initiate their internationalization? And (2) How do Mexican SMEs achieve their first international sales and maintain their international presence? In order to answer these research questions, I developed a grounded theory method and analyzed 50 Mexican SMEs from different industries. Results lead to models that explain the managerial decisions taken to initiate the firm's internationalization. In addition, I present the models demonstrating how managers achieve their first international customer and the main strategies used for maintaining their international presence. The main contribution of this dissertation is the discovery of a managerial orientation that explains why some SMEs become international, and others do not. In addition, I discovered distinctive strategies, such as gaining high credibility among potential customers and fulfilling agreements, as two strategies that allowed Mexican SMEs to maintain their international presence.