Case-Study of Internationalization in Peruvian SMEs

Fernando Vásquez, Clair Doloriert
2011 Journal of CENTRUM Cathedra (JCC) The Business and Economics Research Journal  
The aim of the study is to better understand and assess the strategic effectiveness of three Peruvian SMEs, focusing on internationalization and information communication technologies. Through qualitative content and thematic analysis, the authors identify push and pull factors of internationalization and explore e-business tools and technologies. Of the three SMEs, two target the domestic market and consider internationalization as a reactive strategy to home market saturation. The third
more » ... on. The third proactively targets overseas markets. Key barriers include limited expertise and technological resources. A descriptive framework of SME internationalization for the three studied SMEs is proposed that can be used to inform further substantive and correlational inquiry. This paper presents a comparative case study of three Peruvian small or medium-sized enterprises (SMEs). It focuses on internationalization strategy perceptions and experiences, with specific focus on information communication technologies (ICTs), including e-business and customer relationship management (CRM). The overall aims of the study are to describe and make an assessment of the effectiveness of the strategies of three Peruvian SMEs. The paper compares and contrasts push/pull drivers of internationalization and the use of e-business tools and technologies for domestic and internationalization strategy. These aims will be reached by addressing the following research questions: 1. What are the strategies of three Peruvian SMEs to retain customers? 2. What are the strategies of three Peruvian SMEs to enter new global markets? 3. What is the role of e-business in building a domestic relationship? 4. How do the companies use or plan to use e-business to expand sales internationally? The paper addresses the above questions through qualitative data collection and analysis and concludes with a descriptive framework of SME internationalization that describes push/pull drivers of internationalization, e-business, and CRM themes within the cased SMEs.
doi:10.7835/jcc-berj-2011-0052 fatcat:yfjf7uidbvdsnaelthp7ify4ku