Internationalization motives and facilitating factors : qualitative evidence from smaller specialist retailers

Hutchinson, Karise and Alexander, Nicholas and Quinn, Barry and Doherty, Anne Marie (2007) Internationalization motives and facilitating factors : qualitative evidence from smaller specialist retailers. Journal of International Marketing, 15 (3). pp. 96-122. ISSN 1069-031X (https://doi.org/10.1509/jimk.15.3.96)

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Abstract

Drawing on case study evidence, this article explores the reasons small specialist retailers internationalize and the facilitating factors that help them overcome the obstacles to internationalization. The authors employ qualitative research techniques and, to build theory from an unexplored area of research, adopt a multiple-case approach. The findings suggest that though a strong company brand identity is the most significant motive for expansion, other internal and external factors facilitate the international decision-making process.

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