Building international business bridges in geographically isolated areas

The role of foreign market focus and outward looking competences in Latin American SMEs

Ferran Vendrell-Herrero, Emanuel Gomes, Kamel Mellahi, John Child

Research output: Contribution to journalArticle

23 Citations (Scopus)
2 Downloads (Pure)

Abstract

This paper focuses on the internationalization of SMEs located in geographically isolated contexts like Latin America. We argue that strategic priorities towards foreign markets, Foreign Market Focus (FMF), as well as "Outward Looking Competences" (OLC) are important factors in enhancing productivity, and ultimately achieving a sustainable competitive presence abroad. FMF and OLC lay the foundation for setting better international business relations with foreign clients and increase opportunities for learning and attaining economies of scale. Results demonstrate the significance of FMF as a means of enhancing productivity only in manufacturing firms. OLC positively moderates the relation between FMF and productivity.

Original languageEnglish
Pages (from-to)489-502
JournalJournal of World Business
Volume52
Issue number4
DOIs
Publication statusPublished - Jun 2017

Fingerprint

International business
Small and medium-sized enterprises
Productivity
Factors
Internationalization
Manufacturing firms
Economies of scale
Latin America

Keywords

  • Exports
  • Foreign market focus
  • Latin American SMEs
  • Multilatinas
  • Outward looking competences
  • Productivity

Cite this

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Building international business bridges in geographically isolated areas : The role of foreign market focus and outward looking competences in Latin American SMEs. / Vendrell-Herrero, Ferran; Gomes, Emanuel; Mellahi, Kamel; Child, John.

In: Journal of World Business, Vol. 52, No. 4, 06.2017, p. 489-502.

Research output: Contribution to journalArticle

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AU - Gomes, Emanuel

AU - Mellahi, Kamel

AU - Child, John

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AB - This paper focuses on the internationalization of SMEs located in geographically isolated contexts like Latin America. We argue that strategic priorities towards foreign markets, Foreign Market Focus (FMF), as well as "Outward Looking Competences" (OLC) are important factors in enhancing productivity, and ultimately achieving a sustainable competitive presence abroad. FMF and OLC lay the foundation for setting better international business relations with foreign clients and increase opportunities for learning and attaining economies of scale. Results demonstrate the significance of FMF as a means of enhancing productivity only in manufacturing firms. OLC positively moderates the relation between FMF and productivity.

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KW - Foreign market focus

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KW - Productivity

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