Abstract
This paper is based on the empirical analysis on a sample of 33 producers of machine tools. The aim is to explore firms’ international strategies and the characteristics of their presence in foreign markets from both a qualitative and quantitative point of view. The survey relies on data collected through a questionnaire submitted to the firms belonging to UCIMU (the Association of Italian Manufacturers of Machine Tools, Robots, Automation Systems) and through a number of face-to-face interviews with entrepreneurs. The central role of internationalization within the firms’ patterns of growth is the first relevant finding of the study: in the period 2003-2006 firms’ growth was driven by foreign markets. Firms show high levels of both export intensity and geographical scope. They mainly rely on export as entry mode in foreign markets. Firm size only partially explains the choice of internationalization strategies characterized by low commitment. In fact, the shift from indirect export towards entry modes based on greater commitment and investments requires not only more financial resources, but also a significant organizational and managerial development. Our analysis shows that the level of human capital (for example, the number of managers with international experience in their professional background and the number of graduate employees), management competencies, and competitive advantages based on innovation and quality affect the degree of international development of the firms. These factors are fundamental for those firms that aim at strengthening their presence in foreign markets, especially emerging ones.References
Bell J., McNaughton R., Young S., Crick D. (2003), Towards an integrative model of small firm internationalization, in “Journal of International Entrepreneurship”, vol. 1, n. 4, pp. 339–362.
Bloodgood J.M., Sapienza H.J., Almeida J.G. (1996), The internationalization of new high potential U.S. ventures: antecedents and outcomes, in “Entrepreneurship Theory and Practice”, vol. 20, n. 4, pp. 61–76.
Bonaccorsi A. (1992), On the Relationship between Firm Size and Export Intensity, in “Journal of International Business Studies”, vol. 23, n. 4, pp. 605–635.
Buckley P.J., Casson, M. (1976). The Future of Multinational Enterprise, Holmes&Meier, London.
Bursi T. (2007), I processi d’internazionalizzazione delle piccole e medie imprese della provincia di Modena, Franco Angeli, Milano.
Calabrò M., Carnazza P. (2004), Servizi reali all’internazionalizzazione e imprese artigiane:
un’indagine ad hoc, in “Piccola Impresa/Small Business”, n. 1, pp. 65-89.
Caroli M.G., Lipparini A. (2002) Le piccole e medie imprese italiane e i percorsi di crescita internazionale: il quadro di riferimento, in Caroli M.G., Lipparini A. (a cura di), Piccole imprese oltre confine, Carocci, Roma, pp. 19-48.
Cerrato D. (2008), L’analisi del profilo internazionale dell’impresa: una proposta metodologica e una prima applicazione alle PMI italiane, in Pepe C., Zucchella A. (a cura di), L’internazionalizzazione delle imprese italiane, Il Mulino, Bologna, pp. 65-92.
Cerrato D., Piva M. (2008), Management familiare, capitale umano e internazionalizzazione delle piccole e medie imprese, in Devecchi C., Fraquelli G. (cura di), Dinamiche di Sviluppo e di
Internazionalizzazione del Family Business, Il Mulino, Bologna, pp. 473-486.
Chetty S. and Campbell-Hunt C. (2003), Explosive International Growth and Problems of Success amongst Small to Medium-Sized Firms, in “International Small Business Journal”, vol. 21, n. 5, pp. 5-27.
Chrisman J.J., Chua J.H., Steier L. (2005), Sources and Consequences of Distinctive Familiness: An Introduction, in “Entrepreneurship Theory & Practice”, vol. 29, n. 3, pp. 237-247.
Conti G., Cucculelli M., Paradisi M. (2007), Internazionalizzazione e strategie delle imprese nei settori tradizionali, in “L’Industria”, XXVIII, n. 1, 121-161.
Corbetta G. (1995), Le imprese familiari. Caratteri originali, varietà e condizioni di sviluppo, Egea, Milano.
Coviello N.E. (2006), The network dynamics of international new ventures, in “Journal of International Business Studies”, vol. 37, n. 5, pp. 713-731.
Coviello N.E., McAuley A. (1999), Internationalisation and the Smaller Firm: A Review of Contemporary Empirical Research, in “Management International Review”, vol. 39, n. 3, pp. 223-256.
Depperu D. (1993), L’internazionalizzazione delle piccole e medie imprese, Egea, Milano.
Depperu D. (2006), La competitività internazionale delle imprese, Il Sole 24 Ore, Milano.
Dhanaraj C., Beamish P.W. (2003), A Resource-Based Approach to the Study of Export Performance, in “Journal of Small Business Management”, vol. 41, n. 3, pp. 242-261.
Dunning J.H. (1981), International Production and the Multinational Enterprise, Allen & Unwin, London.
Dunning J.H. (1988), The eclectic paradigm of international production: A restatement and some possible extensions, in “Journal of International Business Studies”, vol. 19, n. 1, pp. 1-31.
Elango B., Pattnaik, C. (2007), Building capabilities for international operations through networks: a study of Indian firms, in “Journal of International Business Studies”, vol. 38, n. 4, pp. 541-555.
Ensley M.D., Pearson A.W. (2005), An exploratory comparison of the behavioral dynamics of top management teams in family and nonfamily new ventures: cohesion, conflict, potency, and
consensus, in “Entrepreneurship Theory & Practice”, vol. 29, n. 4, pp. 267-284.
Esposito G.F. (2003), Segmentazione delle imprese esportatrici e ruolo delle competenze d’impresa nei processi di apertura sui mercati esteri: capitale umano e capacità di connessione, in Esposito G.F. (a cura di), La globalizzazione dei piccoli. Fattori di competizione e promozione dell’internazionalizzazione per le PMI, Franco Angeli, Milano, pp. 63-90.
Fortis M. (2005), Le due sfide del Made in Italy: globalizzazione e innovazione, Il Mulino, Bologna.
Gabrielli V., Galli G., Vignola M. (2007), I fattori agevolanti ed ostacolanti il presidio diretto dei mercati, in Bursi T., I processi d’internazionalizzazione delle piccole e medie imprese della provincia di Modena, Franco Angeli, Milano, pp. 104-149.
Gallo M.A., Pont C.G. (1996), Important factors in family business internationalization, in “Family Business Review”, vol. 9, n. 1, pp. 45-60.
Gallo M.A., Sveen J. (1991), Internationalizing the family business: facilitating and restraining factors”, in “Family Business Review”, vol. 4, n. 2, pp. 181-190.
Iacobucci D., Spigarelli F. (2007), I processi di internazionalizzazione delle medie imprese italiane, in “L’Industria”, XXVIII, n. 4, pp. 625-651.
Jansson H., Sandberg S. (2008), Internationalization of small and medium sized enterprises in the Baltic Sea Region, in “Journal of International Management”, vol. 14, n. 1, pp. 65–77.
Johanson J., Vahlne J.E. (1977), The internationalization process of the firm: a model of knowledge development and increasing foreign market commitments, in “Journal of International Business Studies”, vol. 8, n. 1, pp. 23-32.
Johanson J., Vahlne J.E. (2003), Business relationship learning and commitment in the internationalization process, in “Journal of International Entrepreneurship”, vol. 1, n. 1 pp. 83-101.
Johanson J., Wiedersheim-Paul F. (1975), The Internationalization of the firm: four Swedish cases, in “Journal of Management Studies”, vol. 12, n. 3, pp. 305-322.
Karagozoglu N., Lindell M. (1998), Internationalisation of Small and Medium-sized Technology-based Firms: An Exploratory Study, in “Journal of Small Business Management”,
vol. 36, n. 1, pp. 44-59.
Leonidou L.C., Adams-Florou A.S. (1999), Types and Sources of Export Information: Insights from Small Business, in “International Small Business Journal” vol. 17, n. 3, pp. 30-48.
Lu J.W., Beamish P.W. (2001), The Internationalisation and Performance of SMEs, in “Strategic Management Journal”, vol. 22, n. 6/7, pp. 565-586.
Mariotti S., Mutinelli M. (2005), Italia multinazionale 2005. Le partecipazioni italiane all’estero ed estere in Italia, Istituto Nazionale per il Commercio Estero, Roma.
Masurel E. (2001), Export Behaviour of Service Sector, in “International Small Business Journal”, vol. 19, n. 2, pp. 80-84.
Mazzeo E. (2008), L’attività economica e i conti con l’estero dell’Italia, in Rapporto ICE 2006 – 2007, L’Italia nell’economia internazionale.
Mazzoni R. (2004), La competitività delle PMI: I risultati di un’indagine empirica, in “Piccola Impresa/Small Business”, n. 1, pp. 7-34.
McDougall P.P., Shane S., Oviatt B.M. (1994), Explaining the formation of international new ventures: the limits of theories from international business research, in “Journal of Business Venturing”, vol. 9, n. 6, pp. 469–487.
Oviatt B.M., McDougall P.P. (1994), Toward a theory of international new ventures, in “Journal of International Business Studies”, vol. 24, n. 1, pp. 45–64.
Preti P., Puricelli M., Taggiasco G. (2005), Il capitale umano nelle imprese familiari in crescita, in Corbetta G. (a cura di), Capaci di crescere. L’impresa italiana e la sfida della dimensione, Egea,
Milano, pp. 57-82.
Prota F., Viesti G. (2007), La delocalizzazione internazionale del Made in Italy, in “L’Industria”, XXVIII, n. 3, pp. 409-439.
Rava, L. (1996), Gli aspetti strategici dell’internazionalizzazione delle PMI: un’indagine empirica, in “Piccola Impresa/Small Business”, n. 3, pp. 35-65.
Rugman A.M. (1981), Inside the Multinationals: The Economics of Internal Markets, Columbia University Press, New York.
Sapienza H.J., Autio E., George G., Zahra S.A. (2006), A capabilities perspective on the effects of early internationalization on firm survival and growth , in “Academy of Management Journal”, vol. 31, n. 4, pp. 914–933.
Schillaci E. (1990) Processi di transizione del potere imprenditoriale nelle imprese familiari, Giappichelli, Torino.
Spigarelli F. (2003), I processi d’internazionalizzazione delle PMI. Un’analisi empirica sul contesto produttivo marchigiano, in “Economia&Management”, n. 3, pp. 57-78.
Sullivan D. (1994), Measuring the degree of internationalization of a firm , in “Journal of International Business Studies”, vol. 25, n. 2, pp. 325-342.
Wernerfelt B. (1984), A resource-based view of the firm , in “Strategic Management Journal”, vol. 5, n. 2, pp. 171-180.
Westhead P., Wright M., Ucbasaran D. (2001), The internationalization of new and small firms: a resource-based view , in “Journal of Business Venturing” vol. 16, n. 4, pp. 333–358.
Zahra S.A. (2003), International expansion of U.S. manufacturing family businesses: the effect of ownership and involvement, in “Journal of Business Venturing”, vol. 18, n. 4, pp. 495-512.
Zucchella A., Maccarini E. (1999), I nuovi percorsi d’internazionalizzazione. Le strategie delle piccole e medie imprese italiane, Giuffré, Milano.
Zucchella A., Scabini P. (2007), International Entrepreneurship: Theoretical Foundations and Practices, Palgrave MacMillan, London.
Bloodgood J.M., Sapienza H.J., Almeida J.G. (1996), The internationalization of new high potential U.S. ventures: antecedents and outcomes, in “Entrepreneurship Theory and Practice”, vol. 20, n. 4, pp. 61–76.
Bonaccorsi A. (1992), On the Relationship between Firm Size and Export Intensity, in “Journal of International Business Studies”, vol. 23, n. 4, pp. 605–635.
Buckley P.J., Casson, M. (1976). The Future of Multinational Enterprise, Holmes&Meier, London.
Bursi T. (2007), I processi d’internazionalizzazione delle piccole e medie imprese della provincia di Modena, Franco Angeli, Milano.
Calabrò M., Carnazza P. (2004), Servizi reali all’internazionalizzazione e imprese artigiane:
un’indagine ad hoc, in “Piccola Impresa/Small Business”, n. 1, pp. 65-89.
Caroli M.G., Lipparini A. (2002) Le piccole e medie imprese italiane e i percorsi di crescita internazionale: il quadro di riferimento, in Caroli M.G., Lipparini A. (a cura di), Piccole imprese oltre confine, Carocci, Roma, pp. 19-48.
Cerrato D. (2008), L’analisi del profilo internazionale dell’impresa: una proposta metodologica e una prima applicazione alle PMI italiane, in Pepe C., Zucchella A. (a cura di), L’internazionalizzazione delle imprese italiane, Il Mulino, Bologna, pp. 65-92.
Cerrato D., Piva M. (2008), Management familiare, capitale umano e internazionalizzazione delle piccole e medie imprese, in Devecchi C., Fraquelli G. (cura di), Dinamiche di Sviluppo e di
Internazionalizzazione del Family Business, Il Mulino, Bologna, pp. 473-486.
Chetty S. and Campbell-Hunt C. (2003), Explosive International Growth and Problems of Success amongst Small to Medium-Sized Firms, in “International Small Business Journal”, vol. 21, n. 5, pp. 5-27.
Chrisman J.J., Chua J.H., Steier L. (2005), Sources and Consequences of Distinctive Familiness: An Introduction, in “Entrepreneurship Theory & Practice”, vol. 29, n. 3, pp. 237-247.
Conti G., Cucculelli M., Paradisi M. (2007), Internazionalizzazione e strategie delle imprese nei settori tradizionali, in “L’Industria”, XXVIII, n. 1, 121-161.
Corbetta G. (1995), Le imprese familiari. Caratteri originali, varietà e condizioni di sviluppo, Egea, Milano.
Coviello N.E. (2006), The network dynamics of international new ventures, in “Journal of International Business Studies”, vol. 37, n. 5, pp. 713-731.
Coviello N.E., McAuley A. (1999), Internationalisation and the Smaller Firm: A Review of Contemporary Empirical Research, in “Management International Review”, vol. 39, n. 3, pp. 223-256.
Depperu D. (1993), L’internazionalizzazione delle piccole e medie imprese, Egea, Milano.
Depperu D. (2006), La competitività internazionale delle imprese, Il Sole 24 Ore, Milano.
Dhanaraj C., Beamish P.W. (2003), A Resource-Based Approach to the Study of Export Performance, in “Journal of Small Business Management”, vol. 41, n. 3, pp. 242-261.
Dunning J.H. (1981), International Production and the Multinational Enterprise, Allen & Unwin, London.
Dunning J.H. (1988), The eclectic paradigm of international production: A restatement and some possible extensions, in “Journal of International Business Studies”, vol. 19, n. 1, pp. 1-31.
Elango B., Pattnaik, C. (2007), Building capabilities for international operations through networks: a study of Indian firms, in “Journal of International Business Studies”, vol. 38, n. 4, pp. 541-555.
Ensley M.D., Pearson A.W. (2005), An exploratory comparison of the behavioral dynamics of top management teams in family and nonfamily new ventures: cohesion, conflict, potency, and
consensus, in “Entrepreneurship Theory & Practice”, vol. 29, n. 4, pp. 267-284.
Esposito G.F. (2003), Segmentazione delle imprese esportatrici e ruolo delle competenze d’impresa nei processi di apertura sui mercati esteri: capitale umano e capacità di connessione, in Esposito G.F. (a cura di), La globalizzazione dei piccoli. Fattori di competizione e promozione dell’internazionalizzazione per le PMI, Franco Angeli, Milano, pp. 63-90.
Fortis M. (2005), Le due sfide del Made in Italy: globalizzazione e innovazione, Il Mulino, Bologna.
Gabrielli V., Galli G., Vignola M. (2007), I fattori agevolanti ed ostacolanti il presidio diretto dei mercati, in Bursi T., I processi d’internazionalizzazione delle piccole e medie imprese della provincia di Modena, Franco Angeli, Milano, pp. 104-149.
Gallo M.A., Pont C.G. (1996), Important factors in family business internationalization, in “Family Business Review”, vol. 9, n. 1, pp. 45-60.
Gallo M.A., Sveen J. (1991), Internationalizing the family business: facilitating and restraining factors”, in “Family Business Review”, vol. 4, n. 2, pp. 181-190.
Iacobucci D., Spigarelli F. (2007), I processi di internazionalizzazione delle medie imprese italiane, in “L’Industria”, XXVIII, n. 4, pp. 625-651.
Jansson H., Sandberg S. (2008), Internationalization of small and medium sized enterprises in the Baltic Sea Region, in “Journal of International Management”, vol. 14, n. 1, pp. 65–77.
Johanson J., Vahlne J.E. (1977), The internationalization process of the firm: a model of knowledge development and increasing foreign market commitments, in “Journal of International Business Studies”, vol. 8, n. 1, pp. 23-32.
Johanson J., Vahlne J.E. (2003), Business relationship learning and commitment in the internationalization process, in “Journal of International Entrepreneurship”, vol. 1, n. 1 pp. 83-101.
Johanson J., Wiedersheim-Paul F. (1975), The Internationalization of the firm: four Swedish cases, in “Journal of Management Studies”, vol. 12, n. 3, pp. 305-322.
Karagozoglu N., Lindell M. (1998), Internationalisation of Small and Medium-sized Technology-based Firms: An Exploratory Study, in “Journal of Small Business Management”,
vol. 36, n. 1, pp. 44-59.
Leonidou L.C., Adams-Florou A.S. (1999), Types and Sources of Export Information: Insights from Small Business, in “International Small Business Journal” vol. 17, n. 3, pp. 30-48.
Lu J.W., Beamish P.W. (2001), The Internationalisation and Performance of SMEs, in “Strategic Management Journal”, vol. 22, n. 6/7, pp. 565-586.
Mariotti S., Mutinelli M. (2005), Italia multinazionale 2005. Le partecipazioni italiane all’estero ed estere in Italia, Istituto Nazionale per il Commercio Estero, Roma.
Masurel E. (2001), Export Behaviour of Service Sector, in “International Small Business Journal”, vol. 19, n. 2, pp. 80-84.
Mazzeo E. (2008), L’attività economica e i conti con l’estero dell’Italia, in Rapporto ICE 2006 – 2007, L’Italia nell’economia internazionale.
Mazzoni R. (2004), La competitività delle PMI: I risultati di un’indagine empirica, in “Piccola Impresa/Small Business”, n. 1, pp. 7-34.
McDougall P.P., Shane S., Oviatt B.M. (1994), Explaining the formation of international new ventures: the limits of theories from international business research, in “Journal of Business Venturing”, vol. 9, n. 6, pp. 469–487.
Oviatt B.M., McDougall P.P. (1994), Toward a theory of international new ventures, in “Journal of International Business Studies”, vol. 24, n. 1, pp. 45–64.
Preti P., Puricelli M., Taggiasco G. (2005), Il capitale umano nelle imprese familiari in crescita, in Corbetta G. (a cura di), Capaci di crescere. L’impresa italiana e la sfida della dimensione, Egea,
Milano, pp. 57-82.
Prota F., Viesti G. (2007), La delocalizzazione internazionale del Made in Italy, in “L’Industria”, XXVIII, n. 3, pp. 409-439.
Rava, L. (1996), Gli aspetti strategici dell’internazionalizzazione delle PMI: un’indagine empirica, in “Piccola Impresa/Small Business”, n. 3, pp. 35-65.
Rugman A.M. (1981), Inside the Multinationals: The Economics of Internal Markets, Columbia University Press, New York.
Sapienza H.J., Autio E., George G., Zahra S.A. (2006), A capabilities perspective on the effects of early internationalization on firm survival and growth , in “Academy of Management Journal”, vol. 31, n. 4, pp. 914–933.
Schillaci E. (1990) Processi di transizione del potere imprenditoriale nelle imprese familiari, Giappichelli, Torino.
Spigarelli F. (2003), I processi d’internazionalizzazione delle PMI. Un’analisi empirica sul contesto produttivo marchigiano, in “Economia&Management”, n. 3, pp. 57-78.
Sullivan D. (1994), Measuring the degree of internationalization of a firm , in “Journal of International Business Studies”, vol. 25, n. 2, pp. 325-342.
Wernerfelt B. (1984), A resource-based view of the firm , in “Strategic Management Journal”, vol. 5, n. 2, pp. 171-180.
Westhead P., Wright M., Ucbasaran D. (2001), The internationalization of new and small firms: a resource-based view , in “Journal of Business Venturing” vol. 16, n. 4, pp. 333–358.
Zahra S.A. (2003), International expansion of U.S. manufacturing family businesses: the effect of ownership and involvement, in “Journal of Business Venturing”, vol. 18, n. 4, pp. 495-512.
Zucchella A., Maccarini E. (1999), I nuovi percorsi d’internazionalizzazione. Le strategie delle piccole e medie imprese italiane, Giuffré, Milano.
Zucchella A., Scabini P. (2007), International Entrepreneurship: Theoretical Foundations and Practices, Palgrave MacMillan, London.
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