Title: Critical business performance factors in the internationalisation of middle-sized automotive suppliers: insights from German and Austrian firms in the Mexican market

Authors: Vito Bobek; Julian Cienciala; Tatjana Horvat

Addresses: Faculty of Social Sciences, University of Ljubljana, Kardeljeva ploščad 5, 1000, Ljubljana, Slovenia ' University of Applied Sciences FH Joanneum, Austria, Eggenberger Allee 11, 8020Graz, Austria ' Faculty of Management, University of Primorska, Cankarjeva 5, 6000 Koper, Slovenia

Abstract: This study examines the critical success factors for internationalising German and Austrian medium-sized automotive suppliers in Mexico. Based on qualitative interviews, it identifies six key factors: local network development, local leadership, cultural adaptation, preparation and planning, transmission of corporate values, and investment in training. These factors help firms navigate challenges such as regulatory complexities and cultural differences. The findings emphasise the importance of adapting corporate strategies to local conditions while maintaining strong ties with headquarters. The study suggests that network theory offers a more comprehensive view of internationalisation for medium-sized companies and provides practical recommendations for companies expanding into Mexico.

Keywords: internationalisation; automotive suppliers; medium-sized companies; Mexico; success factors; cultural adaptation; local leadership.

DOI: 10.1504/IJTGM.2025.146647

International Journal of Trade and Global Markets, 2025 Vol.21 No.2, pp.163 - 187

Received: 10 Feb 2025
Accepted: 17 Mar 2025
Published online: 10 Jun 2025 *

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