Internationalization process model : a case study of wire and cable exporer firms

Purpose – The objectives of this study are to: examine the specific process that wire and cable exporter firms -which are mainly SMEs, follow in their internationalization: identify the key influences on the entire process, particularly export barriers and exporter challenges. Design/ methodology/ approach – Three research questions are proposed to achieve the stated objective. The exploratory multiple-case study research method was chosen. Interviews with five manager directors or senior executives of firms that engaged in international business were used as the main source of data. Case narratives, frequency tables and cross-case analysis were used to analyze the data. Expert judgments were used to validate data. Findings- The review of findings showed that in Iran context, the appealing entry mode in international markets is export. The internationalization process model provided by Mtigwe (2004) is applicable in Iranian context with some tiny changes to be better suited to Iran, for instance, Firm age is not a major factor in internationalization process of Iranian firms or motivators and export barriers. Research limitations – However final results of study can be applied in all of Iranian wire and cable firms, implementing outcomes in firms that are not in Iran region should be performed attentively. Practical implications – Firms with international ambitions must emphasize on international orientation in their recruitment and training of key managerial staff. This study builds mechanisms that sustain SME international business growth. Originality/value – The study addresses a knowledge gap in respect of the firm Internationalization process in the context of Iran. This knowledge is of value to academics, and policy-makers alike. The study also provides an integrative conceptual framework and practical advice on how firms’ international growth can be encouraged, given its importance to economic growth prospects within the Iran. As the reduction in the barriers for global commerce continues and the country economy becomes more integrated, there is an increase in the attention being placed on the internationalization of small and medium-sized enterprises in Iran.Validerat; 20101217 (root