AUTHOR
Stenmark, Nina; Törmä, Monica

DATE
2000-04-17

DEPARTMENT
Business Administration and Social Sciences / Industrial marketing and e-commerce

SUMMARY
The globalisation and internationalisation have grown in importance over the three past decades. Companies have many choices of operating internationally, but foreign operations often start with exporting. Swedish companies have found that expoting is a natural way of expanding the business, due to a small domestic market. This thesis aim to investigate how small companies can become successful exporters. A multiple-case study has been conducted, where five companies have been investigated, in order to study motives, barriers and risks as well as success factors regarding export. The conclusions found is that a unique product served as a major motive to internationalise for all small companies investigated. All the investigated companies also viewed tariff and non-tariff barriers as major obstacles in the initial phase of the activity. Finally, the small companies found a unique product, a personal network, market knowledge and reliable distribution channels essential for export success.

ISSN 1404-5508 / ISRN LTU-SHU-EX--00/062--SE / NR 2000:062