کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
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1028633 | 942321 | 2006 | 14 صفحه PDF | دانلود رایگان |
Small and medium size enterprises (SMEs) that have gained experience in a supplier-customer relationship with multinational companies in the domestic market may be able to leverage that relationship to recruit new customers abroad. Is it possible to internationalize such supplier-customer relationships is the research question addressed in this paper. We tested five hypotheses, derived from the internationalization and interorganizational literature, using non-parametric tests and regression analysis with data provided by customers and suppliers in the computer industry. We discover that while customers initiate the first supplier-customer relationship, additional relationships, formed with the objective of internationalizing the firm are often initiated by SME itself, a new finding.
Journal: Industrial Marketing Management - Volume 35, Issue 6, August 2006, Pages 652–665