Title: 'Scatter-gun' or 'Follow-the-leader' behaviour: international strategies of the high-tech SMEs

Authors: Vesna Sedoglavich, Michele E.M. Akoorie, Kathryn Pavlovich

Addresses: School of Management, Marketing and International Business, College of Business and Economics, Australian National University, Canberra, ACT 0200, Australia. ' Waikato Management School, The University of Waikato, Private Bag 3105, Hamilton, New Zealand. ' Waikato Management School, The University of Waikato, Private Bag 3105, Hamilton, New Zealand

Abstract: The aim of this study was to examine the internationalisation process high-tech SMEs. Using Ansoff|s Matrix, it was found that the most common market growth strategies were market penetration, product development and market development, respectively. Firms were able to modify and sell their products in the existing markets, and to sell the current product range in the new geographic segments. Companies can increase their chances of success if they combine future orientation with organisational adaptability and flexibility. The results reveal the importance of having strong networks throughout the hole process of internationalisation for a long-term survival of high-tech SMEs.

Keywords: high-tech SMEs; high technology; international strategies; networks; Ansoff Matrix; network roles; small and medium-sized enterprises; internationalisation; market growth strategies; market penetration; product development; market development; orientation; adaptability; flexibility.

DOI: 10.1504/IJTGM.2009.028990

International Journal of Trade and Global Markets, 2009 Vol.2 No.3/4, pp.217 - 236

Available online: 20 Oct 2009 *

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