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

Karise Hutchinson, Nicholas Alexander, Barry Quinn, Anne Marie Doherty

Research output: Contribution to journalArticle

68 Citations (Scopus)

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.
Original languageEnglish
Pages (from-to)96-122
Number of pages27
JournalJournal of International Marketing
Volume15
Issue number3
DOIs
Publication statusPublished - 2007

Keywords

  • motives
  • facilitators
  • internationalization
  • small firms
  • retailers
  • qualitative evidence
  • smaller specialist retailers

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