M. V. Ciasullo, S. Cosimato

(University of Salerno, Italy)

 

 

Abstract: The main purpose of this paper is to better understand how relationships networks can help SMEs to enter and achieve a good positioning in international markets. An exploratory research has been carried out through a qualitative approach based on the case study methodology. In particular, the case study analysis has contributed to the identification of Italian SMEs strategic orientation to international markets and their approach to internationalization, which is mainly based on corporate ability in social ties’ creation and feeding. Moreover, these ties are at the roots of those knowledge processes that contribute to the development of international business networks. To this end, a literature review has been conducted in order to summarize those emergent perspectives pointing to merge SMEs internationalization in a network perspective and the role that network relationships can assume in knowledge acquiring and development. This analysis has pointed out the need/opportunity to integrate international business studies in a network perspective with those oriented to intercultural relationship management.

 

 

Key words: internationalization; SME; knowledge; relationships networks; intercultural relationship management

 

JEL codes: M16