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Understanding Western European SME distributor selection in developing countries.

Fernandez Avendaño, M.S. (2016) Understanding Western European SME distributor selection in developing countries.

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Abstract:Expansion to new markets is no longer a characteristic of large companies. On the contrary, nowadays more and more small and medium enterprises (SMEs) are expanding their businesses overseas. However, along with the decision to internationalise there are a myriad of aspects facilitating and/or constraining SMEs entrance to new markets. Thus, this research identifies and explores the aspects influencing western European SMEs in their selection of business partners in Latin American markets. Specifically two markets are explored: Mexico and Brazil. Three main concepts were identified in the extant literature to influence SMEs business partner selection: macro-environmental forces embedded in the host country, the selection criteria companies use to choose the most suitable partner, and trust and commitment as the basis for successful business relationships. All these concepts are summarized in the following research question: Which aspects do western European SMEs have to take into account to select local distributors in order to enter Latin American markets?
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
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