Inducing the Internationalisation of Family Manufacturing Firms from a Transition Context

Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

15 Citationer (Scopus)


Purpose –This paper investigates the internationalisation inducement in family firms with domestic capital only operating in the manufacturing industry of a transition country, Bulgaria. Examining the effect of entrepreneur-, firm- and context- specific factors, it provides an insight into the start of internationalisation via exporting and its initiating features.
Design/methodology/approach – The study employs a qualitative research approach. Data were collected through semi-structured interviews from informants with conclusive decision-making power and subsequently analysed using a combination of inductive and deductive coding.
Findings – The findings show that the sample firms internationalised early exhibiting mostly proactive behaviour in finding international clients. Owners-managers’ international orientation and commitment combined with contacts in their social spaces lead to early export inducement despite the fusion of ownership and control, and regardless of transition context volatility and inefficiency.
Research limitations/implications - The limitations include the sample size and its industry embeddedness confining generalisability. The key implications are that family firms need government support to develop their social spaces through encouraging and enabling linkages between socio-economic actors that can expand the bounded sociality of the firm.
Originality/value - The owners-managers’ orientation, objectives, commitment and characteristics, coupled with the straight forward decision-making process that is safeguarded by the full family ownership can abate the dissuading role of the perceived lack of institutional support for SME internationalisation in the studied transition context.
TidsskriftEuropean Business Review
Udgave nummer2
Sider (fra-til)181-204
StatusUdgivet - mar. 2017


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