Internazionalizzazione di PMI manifatturiere argentine: motivazioni, barriere, percorsi e strategie di imprese in un paese in via di sviluppo

The aim of this thesis is to study and analyse, through a qualitative research based on case studies and in-depth personal interviews, the international patterns, motivations, challenges, and strategies of manufacturing small medium enterprises from a developing country, Argentina. Prove the existent international theories to their expansion, understand the motivations that push them to internationalize and the barriers that they faced, both according to the phase where the firms were. Moreover, I tried to study the international marketing strategies, from the market selection to the entry modes, finishing with the marketing mix, and how they changed according to the international phase and the knowledge and capabilities possessed by the firms, increasing gradually the international involvement and commitment. Using primary and secondary data, I aimed to propose a coherent and comprehensive analysis regarding a barely touched field of international business literature (compared to larger companies and developed markets): the internationalization of smaller firms from developing countries. My approach was, thus, exploratory and my work does not point to propose a model but can be a basis for future researches.