Dave Crick

Small High-Technology Firms and International High-Technology Markets

In this qualitative investigation, the authors report on the overseas expansion processes of technologically oriented U.K. small and medium-sized enterprises (SMEs). The findings provide further challenges to the incremental approach to internationalization; also, the authors put forward criticisms in relation to policymakers’ current approach to categorizing internationalizing SMEs in the provision of trade assistance programs.

The internationalisation of born global and international new venture SMEs

Purpose – The purpose of this paper is to examine whether differences exist between born global (BG) firms and international new ventures (INVs) in respect of their performance in overseas markets. These terms have arguably been used as interchangeable to characterise firms that internationalized rapidly, typically but not exclusively within three years of their business start‐up. The term “global” suggests firms have a presence in at least the worlds triad regions and arguably a commitment spread across them. INVs, however, may have internationalized quickly to address opportunities but without necessarily a global presence.Design/methodology/approach – The methodology in this exploratory study employs both quantitative but also primarily a qualitative methodology involving 21 technologically oriented small‐ and medium‐sized enterprises (SMEs) based in the UK. This methodological approach is used to assess the strategies used by the two types of firms after their start‐up phase and the factors that shap...

A comparative investigation into the internationalisation of Canadian and UK high‐tech SMEs

Purpose – The purpose of this paper is to provide comparative data from a two‐country study; specifically, into the internationalisation strategies of Canadian and UK high‐tech small and medium‐sized enterprises.Design/methodology/approach – The methodology employed involves 24 in‐depth interviews, 12 in each country.Findings – These suggest that the differences between the firms in the two countries were limited; more similarities were identifiable. Specifically, strategy formation is not as systematic as some previous studies, notably those that focus on the “stage” models, suggest. Entrepreneurs and management teams recognise and exploit opportunities in different ways, ranging from planned strategy formation through to opportunistic behaviour; as such, no single theory could fully explain international entrepreneurial decisions.Research limitations/implications – The implication of the findings is to offer support to the literature that has suggested a more holistic view should be undertaken in intern...

Export assistance: Another look at whether we are supporting the best programmes

Provides comparative empirical evidence drawn from studies carried out in the USA and the UK respectively. Indicates that even allowing for the time period between studies, differences exist in how managers from both US and UK exporting companies rate three sets of attributes in their international marketing effort. These sets of attributes are: those that are believed to be desired by importers; the possibility for improving performance of these factors by a change in emphasis by executives in the exporting firms; and the support required by firms in order to assist export activities. An implication of this research is that even allowing for the time difference between the two studies, the respective governments were not offering the type of assistance required by exporters within their countries. Questions the provision of export promotion programmes and suggests that policy makers must recognize that in order to make the best use of their limited resources, assistance should be focused on helping exporters meet the requirements of importers.

An exploratory study of Canadian international new venture firms' development in overseas markets

Purpose – In the past decade, research on rapidly internationalizing firms, commonly referred to as “international new ventures” (INVs), has mainly focused on their inception phase and relatively little is known of what becomes of these firms after this period in respect of their international marketing strategies. The purpose of this paper is therefore to gain insights into how management teams within small INVs assess international opportunities and develop appropriate international marketing strategies.Design/methodology/approach – The approach employed involves interviews with key respondents in five small, independently owned firms that have a significant percentage of turnover overseas.Findings – The paper identifies that specific types of knowledge are related to growth strategies as are perceptions of market potential and the management teams vision.Practical implications – The results of this study provide further understanding of patterns of internationalization and more specifically that forei...

U.K. SMEs’ awareness, use, and perceptions of selected government export assistance programs: An investigation into the effect of the internationalization process

This study reports on an empirical investigation into U.K. managers’ behavior toward and perceptions about selected export assistance programs. Specifically, it investigates whether differences exist between managers of U.K. small and medium-sized enterprises (SMEs) in various stages of internationalization in relation to their awareness and frequency of use of the programs, together with their perceptions about the timeliness, reliability, and availability of the assistance schemes. It provides a contribution to the knowledge in the areas of export management and public policy because despite the fact that a body of literature exists on the topics of both export assistance and the internationalization process of firms, there is a need to bring these two research topics together in the form of a single U.K. study to establish whether current export assistance procedures are suitable for managers from firms in different stages of export development. The rationale for such a study is that if managers of U.K...

SMEs' Barriers towards Internationalisation and Assistance Requirements in the UK: Differences between Exporters and Firms Employing Multiple Modes of Market Entry

Abstract Existing studies have identified a number of barriers, both perceived and actual, that affect firms’ internationalisation. Arguably, these factors have primarily been identified via an exporting perspective that has tended to feature heavily in previous studies in comparison to firms engaged in multiple modes of market entry (joint ventures, licensing, etc.). This paper reports on findings from a survey of UK SMEs, investigating managers’ perceptions of barriers towards internationalising and support required to overcome those same barriers. Analysis of survey data and subsequent findings from interviews indicate that differences exist between two groups of firms, that is, those that employ an export strategy compared with those that employ multiple modes of market entry in respect of both perceived barriers and assistance requirements. Implications for policy makers are also discussed that contribute to work at the public/private sector interface.

Small Asian‐owned retail businesses in the UK: an exploratory investigation

This paper investigates the importance of cultural factors within ethnic minority‐owned firms’ business practices. In doing so, it provides a contribution to the growing body of knowledge at the marketing/entrepreneurship interface and reports specifically on an empirical investigation into the retail marketing practices within a sample of Asian‐owned small firms operating in the UK. The findings from 20 in‐depth personal interviews provide an insight into the practices of ethnic minority‐owned retail businesses indicating that factors associated with key decision makers together with cultural networks, balanced against resource constraints, had a major impact on firms’ operations. Strategies used by the firms in order to enable them to survive in a competitive environment are identified and these contribute to knowledge by questioning the relevance of “break‐out theory” to ethnic minority‐owned firms.

An investigation into SMEs’ use of languages in their export operations

This paper reports on an exploratory investigation into the use of languages within UK small and medium‐sized enterprises (SME) which are engaged in export activities. Results from a postal survey and subsequent interviews provide a contribution to the literature by reporting on empirical findings in relation to four areas: managers’ perceived importance and benefits of using foreign languages, issues preventing their use, the functional use of languages within businesses and issues affecting firms’ recruitment and training in respect of languages. The results suggest that, although most firms are aware of the importance of languages and the benefits they can bring, this is not reflected in their use in certain functional areas and within the recruitment and training policies of many businesses.

Understanding practices at the “ethnic” marketing/entrepreneurship interface: a case study of Kirit Pathak

This paper reports on a case history drawn from a larger investigation that profiled “successful” Asian entrepreneurs in order to encourage future entrepreneurship within the broad Asian community in the UK. Asian entrepreneurs were chosen for the larger study due to their propensity to engage in entrepreneurial activities in the UK in comparison to other ethnic communities. Ten case histories were developed via personal interviews with entrepreneurs in the Asian Eye “Rich‐List” of the 100 wealthiest Asians in the UK and data was supported with information from Web sites, newspapers etc. One case history is presented in this paper in order to explore the richness of the qualitative data and this serves as a learning vehicle for future ethnic businessmen and women working at the marketing/entrepreneurship interface.