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Commercial diplomacy as a mechanism for passive-reactive SME internationalization: Overcoming liabilities of outsidership

journal contribution
posted on 22.01.2020, 10:22 by Elena Georgiadou, Mathew Hughes, Celine Viala
This study contributes to SME internationalization literature by conceptualizing commercial diplomacy (CD) as a mechanism, which enables SME internationalization. Specifically, CD provides solutions to remedy for SMEs’ liabilities of outsidership when those SMEs are compelled to internationalize under conditions of abrupt environmental shock in their domestic market. Using the Greek economic crisis triggered in 2008 as a research setting, we examine a situation in which established SMEs previously apathetic to internationalization had to assume the risks of internationalizing or face extinction. With data generated through 35 open-ended semi-structured interviews of commercial diplomats between 2013 and 2017, we conceptualize and empirically validate CD as a missing link in staged and networkrevised theories of internationalization. In doing so, this paper overcomes the current inability of extant SME internationalization literature to account for forced internationalization of established SMEs as a reaction to environmental shocks in which building networks is unfeasible and accessing established networks requires time that these firms do not have.

History

School

  • Business and Economics

Department

  • Business

Published in

European Journal of International Management

Publisher

Inderscience

Version

AM (Accepted Manuscript)

Publisher statement

This paper was accepted for publication in the journal European Journal of International Management and the definitive published version is available at [insert DOI link].

Acceptance date

17/01/2020

ISSN

1751-6757

eISSN

1751-6765

Language

en

Depositor

Dr Elena Georgiadou. Deposit date: 17 January 2020

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