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Cooperating for competing - a small Italian wineries' internationalisation strategy case study

Author

Listed:
  • Giuseppe Festa
  • Maria V. Ciasullo
  • Demetris Vrontis
  • Alkis Thrassou

Abstract

The Italian wine sector is dominated by small businesses which are increasingly driven to venture into international markets as a matter of growth, or even survival. This research aims to investigate whether it is possible to successfully develop and implement collective strategies of internationalisation for small wineries; and to identify and define the main potential factors of cohesion of such collaborations. The research demonstrates that collective strategies of internationalisation for small wineries are not only possible, but also far-sighted. In addition, the work identifies the promotion of the region as one of the most important factors of cohesion; with relevant implications, both scientific and managerial. The research is case-study based and exploratory, and bears significant value through the provision of both descriptive and prescriptive direction of both scholarly and managerial worth; pertaining to organisational management/strategy/marketing, but also to a more comprehensive collaborative context involving regional and other stakeholders.

Suggested Citation

  • Giuseppe Festa & Maria V. Ciasullo & Demetris Vrontis & Alkis Thrassou, 2017. "Cooperating for competing - a small Italian wineries' internationalisation strategy case study," Global Business and Economics Review, Inderscience Enterprises Ltd, vol. 19(5), pages 648-670.
    • Handle: RePEc:ids:gbusec:v:19:y:2017:i:5:p:648-670
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    Citations

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    Cited by:

    1. Hosanoo, Zuberia & Patel, Parth & Prikshat, Verma & Kanungo, Rama Prasad & Gupta, Surkasha, 2024. "Focal firms and interorganisational relationships in small economies: Towards a multi-level theoretical framework for enhancing value co-creation and performance," Journal of International Management, Elsevier, vol. 30(3).
    2. Georgiou, Thoukis & Papasolomou, Ioanna & Vrontis, Demetris & Thrassou, Alkis, 2023. "Market-oriented succession effectiveness in family business – Case-based evidence from Cyprus family-owned wine business," Journal of Business Research, Elsevier, vol. 165(C).
    3. Santoro, Gabriele & Mazzoleni, Alberto & Quaglia, Roberto & Solima, Ludovico, 2021. "Does age matter? The impact of SMEs age on the relationship between knowledge sourcing strategy and internationalization," Journal of Business Research, Elsevier, vol. 128(C), pages 779-787.

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