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Chapter 2 Initiation of internationalization Ch. 2: Learning objectives ã ã ã ã ã ã Discuss the reason (motives) why firms go international Explain the difference between proactive and reactive motives Analyse the triggers of export initiation Explain the difference between internal and external triggers of export initiation Describe different factors hindering export initiation Discuss the critical barriers in the process of exporting Figure 2.1 Pre-internationalization: initiation of SME
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  Chapter 2 Initiation of internationalization  Ch. 2: Learning objectives ã Discuss the reason (motives) why firms go international ã Explain the difference between proactive and reactive motives ã Analyse the triggers of export initiation ã Explain the difference between internal and external triggers of export initiation ã Describe different factors hindering export initiation ã Discuss the critical barriers in the process of exporting  Figure 2.1 Pre-internationalization: initiation of SME internationalization  Major motives for starting export Internationalization motives Proactive ã Profit and growth goals ã Managerial urge ã Technology competence/unique product ã Foreign market opportunities/ market information ã Economies of scale ã Tax benefits Reactive ã Competitive pressures ã Domestic market: small and saturated ã Overproduction/ excess capacity   ã Unsolicited foreign orders ã Extend sales of seasonal products ã Proximity to international customers/ psychological distance   Table 2.1 Major motives for starting export Source : adapted from Albaum et al. (1994, p. 31)
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