The export development process of the Spanish manufacturing SMEs participating in an export consortium: A case study
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Published
18-09-2018
Alex Rialp Criado
Piedad Cristina Martinez Carazo
Josep Rialp Criado
Abstract
In spite of the recent efforts made by the Spanish governmental institutions to promote them, there are just a few export consortia really successful in Spain as compared to those being projected that never reach their formal constitution or simply fail to survive. Also, there are very few national studies in this specific area. This research is focused on the analysis of the existing phases in the export development process of several Spanish industrial SMEs participating in a specific export consortium as well as on the factors influencing the selection and performance of this institutional, collaborative arrangement to be understood as a potentially more successful way to penetrate foreign markets.
How to Cite
Rialp Criado, A., Martinez Carazo, P. C., & Rialp Criado, J. (2018). The export development process of the Spanish manufacturing SMEs participating in an export consortium: A case study. Cuadernos De Gestión, 5(2), 95–116. https://doi.org/10.5295/cdg.19180ar
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Keywords
export consortium, business partners, export development process, Spanish case study
References
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COVIELLO, N.E. y MUNRO, H.J. (1995): «Growing the Entrepreneurial Firm: Networking for International Market Development», European Journal of Marketing, Vol. 29, No. 7, pp. 49-61.
DOHERTY, A.M. (2000): «Factors Influencing International Retailers Market Entry Mode Strategy: Qualitative Evidence from the UK Fashion Sector», Journal of Marketing Management, Vol. 16, pp. 223-245.
DYER, J. y SINGH, H. (1998): «The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage», Academy of Management Review, Vol. 29, No. 4, pp. 660-679.
DYER, J.; KALE, P. y SINGH, H. (2001): «How To Make Strategic Alliances Work», MIT Sloan Management Review, Vol. 42, No. 4, pp. 37-43.
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ELG, U. y JOHANSSON, U. (1996): « Networking When National Boundaries Dissolve. The Swedish Food Sector», European Journal of Marketing, Vol. 30, No. 2, pp. 61-74.
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ROOT, F.R. (1994): Entry Strategies for International Markets, NY: Lexington Books.
SARABIA, F. J. (1999): Metodología para la investigación en márketing y dirección de empresas. Madrid: Pirámide.
SHAW, E. (1999): «A Guide to the Qualitative Research Process: Evidence from a Small Firm Study», Qualitative Market Research: An International Journal, Vol. 2, No. 2, pp. 59-70.
THORELLI, H. B. (1986): «Networks: Between Markets and Hierarchies», Strategic Management Journal, Vol. 7, No. 1, pp. 37-51.
YIN, R. K. (1989): Case Study Research: Design and Methods, Newbury Park: Sage.
ANDERSON, E y GATIGNON, H. (1986): «Modes of Foreign Entry: A Transaction Cost Analysis and Propositions», Journal of International Business Studies, Vol. 17, No. 3, pp. 1-26.
ARIÑO, A. GARCÍA-PONT, C. (1996): «Alianzas y bloque estratégicos: el comportamiento cooperativo como motor de su evolución», Revista europea de dirección y economía de la empresa, Vol. 5, No. 3, pp. 133-144.
BILKEY, W.J. y TESAR, G. (1977): «The Export Behavior of Smaller-Sized Wisconsin Manufacturing Firms», Journal of International Business Studies, primavera/verano, pp. 93-98.
CAMISÓN, C. (1996): «Dirección de empresas en entornos globales y abiertos: hacia la estrategia de alianzas», Revista europea de dirección y economía de la empresa, Vol. 2, No. 3, pp. 9-37.
COVIELLO, N.E. y McAULEY, A. (1999): «Internationalisation and the Smaller Firm: A Review of Contemporary Empirical Research», Management International Review, Vol. 39, No. 3, pp. 223-256.
COVIELLO, N.E. y MUNRO, H.J. (1995): «Growing the Entrepreneurial Firm: Networking for International Market Development», European Journal of Marketing, Vol. 29, No. 7, pp. 49-61.
DOHERTY, A.M. (2000): «Factors Influencing International Retailers Market Entry Mode Strategy: Qualitative Evidence from the UK Fashion Sector», Journal of Marketing Management, Vol. 16, pp. 223-245.
DYER, J. y SINGH, H. (1998): «The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage», Academy of Management Review, Vol. 29, No. 4, pp. 660-679.
DYER, J.; KALE, P. y SINGH, H. (2001): «How To Make Strategic Alliances Work», MIT Sloan Management Review, Vol. 42, No. 4, pp. 37-43.
EISENHARDT, K.M. (1989): «Building Theories from Case Study Research», Academy of Management Review, Vol. 14, No. 4, pp. 532-550.
ELG, U. y JOHANSSON, U. (1996): « Networking When National Boundaries Dissolve. The Swedish Food Sector», European Journal of Marketing, Vol. 30, No. 2, pp. 61-74.
GARCÍA-CANAL, E.; LÓPEZ, C.; RIALP, J. y VALDÉS, A. (1998): Las Estrategias de Cooperación como Medio de Internacionalización: Experiencia de las Empresas Españolas. Barcelona: Centro de Economía Industrial y Cámara Oficial de Comercio, Industria y Navegación de Barcelona.
GENESCÀ, E. (1995): «Estrategia de cooperación y competitividad». En Cuervo A. (Dir.), (1995), Dirección de Empresas de los Noventa. Homenaje al ProfesorMarcial Jesús López Moreno, Madrid: Civitas, pp. 439-455.
JOHANSON, J. y VAHLNE, J.-E. (1977): « The Internationalization Process of the Firm - A Model of Knowledge Development and Increasing Foreign Markets Commitments», Journal of International Business Studies, Vol. 8, No.1, pp. 23-32.
JOHANSON, J. y VAHLNE, J.-E. (1990): « The Mechanism of Internationalization», International Marketing Review, Vol. 7, No. 4, pp. 11-24.
KWON, Y.-C. y KONOPA, L. J. (1992), «Impact of Host Country Market Characteristics On the Choice of Foreign Market Entry Mode», International Marketing Review, Vol. 10, No. 2, pp. 60-76.
LEONIDOU, L.C. y KATSIKEAS, C.S. (1996): «The Export Development Process: An Integrative Review of Empirical Models», Journal of International Business Studies, 3rd quarter, pp. 517-551.
PERRY, C. (1998): «Processes of a Case Study Methodology for Postgraduate Research in Marketing», European Journal of Marketing. Vol. 32, No. 9/10, pp. 785-802.
POWELL W.W. (1990): «Neither Market nor Hierarchy: Network Forms of Organization», Research in Organizational Behaviour, Vol. 12, pp. 295-336.
RENART, L. (2000a): «Consorcios de exportación: ventajas, inconvenientes y protagonistas», Iniciativa emprendedora y empresa familiar, No. 22 (mayo-junio).
RENART, L. (2000b): «El ciclo de la participación de una empresa en un consorcio de exportación», Boletín ICE Económico: Información Comercial Española, No. 2652 (mayo 1-14), pp. III-XXIV.
RIALP, A. y RIALP, J. (2005): «Las formas actuales de penetración y desarrollo de los mercados internacionales: Caracterización, marcos conceptuales y evidencia empírica en el caso español», en Claves de la Economía Mundial (5.ª ed.), Madrid: ICEX-ICEI, pp. 99-108.
ROOT, F.R. (1994): Entry Strategies for International Markets, NY: Lexington Books.
SARABIA, F. J. (1999): Metodología para la investigación en márketing y dirección de empresas. Madrid: Pirámide.
SHAW, E. (1999): «A Guide to the Qualitative Research Process: Evidence from a Small Firm Study», Qualitative Market Research: An International Journal, Vol. 2, No. 2, pp. 59-70.
THORELLI, H. B. (1986): «Networks: Between Markets and Hierarchies», Strategic Management Journal, Vol. 7, No. 1, pp. 37-51.
YIN, R. K. (1989): Case Study Research: Design and Methods, Newbury Park: Sage.
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