Keywords
Process-oriented models
Export Business Plan
Conceptual framework
Medium-sized enterprises Internationalization
How to Cite
Accepted 2024-12-06
Published 2025-04-08
Abstract
Purpose. This study aims to provide a comprehensive and structured guide for Medium-sized Enterprises preparing to develop international markets. It introduces an incremental and circular four-step export management process that includes export readiness assessment, market selection, export business plan development, and implementation.
Design/methodology/approach. The study integrates various strategic tools and theoretical perspectives, including Porter's Five Forces, PESTEL analysis, SWOT analysis, and the CANVAS model, to create a process-oriented framework tailored for medium-sized enterprises internationalization. The research draws from existing literature and practical insights to construct a detailed and actionable guide for practitioners.
Findings. The proposed incremental and circular four-step export management process delineates a structured pathway for medium-sized enterprises to navigate internationalization effectively. It emphasizes the importance of ongoing monitoring, value chain adaptation, and collaboration, providing a process-based framework that challenges traditional theories of gradual market knowledge accumulation and network reliance. The study highlights the Export Business Plan as a central element in the internationalization process.
Practical and Social implications. The framework offers practical implications for medium-sized enterprises training and development, providing a foundational structure for preparing employees and practitioners for international roles. It advocates for a balanced, data-driven approach that integrates subjective relationship-building with objective market research and strategic planning, enhancing resource utilization and increasing the likelihood of successful market entry. Additionally, the study suggests that internationalization should be viewed as a strategic, structured initiative, enabling Medium-sized Enterprises to anticipate challenges, manage risks, and remain agile in fluctuating market conditions.
Originality of the study. This study contributes a novel perspective by positioning the Export Business Plan as a central element of the internationalization process, enriching existing theoretical frameworks, and encouraging further research into the strategic planning aspects of medium-sized enterprises internationalization. It offers a fresh viewpoint that may prompt a reevaluation of traditional stage models, emphasizing flexibility and adaptability in medium-sized enterprises internationalization strategies.
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