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Lo sviluppo dei mercati esteri
[Foreign market development]

Author

Listed:
  • Musso, Fabio

Abstract

Italian Abstract:Il capitolo descrive il processo di internazionalizzazione delle imprese con riferimento a tutti i possibili fronti: non solo l’internazionalizzazione commerciale ma anche quella produttiva, degli acquisti, della ricerca e sviluppo e delle altre attività che l'impresa può realizzare mediante scelte riguardanti paesi esteri. Dopo aver indicato i principali fattori che attualmente spingono le imprese verso scelte internazionali, vengono forniti i modelli teorici di riferimento per comprendere quali attività, e con quali logiche, vengono coinvolte. In particolare, viene sottolineata l’alternativa fra attività gestite e controllate direttamente dall’impresa e attività affidate a operatori esterni. Le strategie internazionali vengono affrontate seguendo una duplice prospettiva: quella dell’assetto strategico, ossia del modo in cui l’impresa che si internazionalizza decide di collocare le attività all’estero, e quella organizzativa, che permette di individuare le soluzioni più idonee a realizzare la strategia. Successivamente vengono descritte le possibili forme di internazionalizzazione, fra modalità tradizionali, come la presenza diretta o il ricorso a intermediari, e modalità mediante accordi, cessioni di licenze e altre forme collaborative. Infine, vengono forniti riferimenti sull’internazionalizzazione commerciale, della quale vengono richiamate le componenti strategiche e le principali decisioni, ossia quelle sulla numerosità dei mercati da sviluppare, sulla scelta dei paesi e sulla scelta delle modalità di entrata. Per ciascuna di queste decisioni vengono indicati i principali fattori di influenza che occorre tenere in considerazione. English Abstract: The chapter describes the process of internationalization of companies with reference to all possible fields of internationalization: in addition to market development, also the internationalization of production, purchasing, and R&D activities are considered. After considering the main factors that drive companies towards the internationalization process, the chapter provides the theoretical models for understanding how international activities can be organized. International strategies are discussed by following a double perspective: that of the strategic structure, i.e. the way in which the company decides to place activities abroad, and that organization, which allows to identify the best operating solutions to achieve the strategy. Afterwards, the principal forms of internationalization are presented, among which are the direct presence, the use of intermediaries, or various forms of cooperation and agreements. Finally, more in depth description of the market development strategy is provided and criteria for the main strategic decisions are explained, namely those on foreign markets selection and entry mode decisions.

Suggested Citation

  • Musso, Fabio, 2014. "Lo sviluppo dei mercati esteri [Foreign market development]," MPRA Paper 61016, University Library of Munich, Germany, revised 2014.
  • Handle: RePEc:pra:mprapa:61016
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    References listed on IDEAS

    as
    1. He, Xinming & Wei, Yingqi, 2011. "Linking market orientation to international market selection and international performance," International Business Review, Elsevier, vol. 20(5), pages 535-546, October.
    2. Kiyohiko Ito & Elizabeth L Rose, 2002. "Foreign Direct Investment Location Strategies in the Tire Industry," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 33(3), pages 593-602, September.
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    4. Musso, Fabio, 2006. "Strategie di internazionalizzazione fra economie distrettuali e filiere estese [Internationalization strategies: from local clusters to extended networks]," MPRA Paper 31118, University Library of Munich, Germany.
    5. Musso, Fabio & Francioni, Barbara, 2011. "Foreign Markets Entry Mode Decision for Italian Small and Medium-Sized Enterprises," MPRA Paper 50067, University Library of Munich, Germany, revised 31 Oct 2011.
    6. Barbara Francioni, 2010. "Il processo di selezione dei mercati esteri per le piccole e medie imprese," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2010(4), pages 21-44.
    7. Wrona, Thomas & Trąpczyński, Piotr, 2012. "Re-explaining international entry modes – Interaction and moderating effects on entry modes of pharmaceutical companies into transition economies," European Management Journal, Elsevier, vol. 30(4), pages 295-315.
    8. Dimitratos, Pavlos & Plakoyiannaki, Emmanuella & Pitsoulaki, Antigoni & Tüselmann, Heinz Josef, 2010. "The global smaller firm in international entrepreneurship," International Business Review, Elsevier, vol. 19(6), pages 589-606, December.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    International strategy; International markets development; Internationalization; International Marketing; Internazionalizzazione; Marketing internazionale; Strategia internazionale;
    All these keywords.

    JEL classification:

    • L21 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Business Objectives of the Firm
    • M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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