Title: Action research on high-tech SMEs entering the US market

Authors: William L. Paulin; Pekka Belt; Matti Mottonen; Janne Harkonen; Harri Haapasalo

Addresses: Paulin Neal Associates, 4088 Peninsula Drive, Carlsbad, CA 92010, USA ' Department of Industrial Engineering and Management, University of Oulu, P.O. Box 4610, FI-90014, Finland ' Department of Industrial Engineering and Management, University of Oulu, P.O. Box 4610, FI-90014, Finland ' Department of Industrial Engineering and Management, University of Oulu, P.O. Box 4610, FI-90014, Finland ' Department of Industrial Engineering and Management, University of Oulu, P.O. Box 4610, FI-90014, Finland

Abstract: High-tech small and medium-sized enterprises (SMEs) are forced to rapidly enter global markets due to market fragmentation and fierce competition. The aim of this paper is to describe difficulties and potential solutions for these companies entering the US market. This study utilised action research to analyse 60 attempts of Finnish high-tech SMEs entering the US. This study indicates that companies ought to start their internationalisation process early, be proactive and utilise the learning-by-doing method. Obtaining business knowledge of their target market, acquiring expertise to their board and management and networking locally seems crucial for success.

Keywords: small and medium-sized enterprises; high-tech SMEs; high technology; market entry; internationalisation; entrepreneurship; USA; technoentrepreneurship; action research; United States; Finland; learning-by-doing.

DOI: 10.1504/IJEIM.2012.051901

International Journal of Entrepreneurship and Innovation Management, 2012 Vol.16 No.3/4, pp.209 - 225

Received: 01 Jul 2010
Accepted: 04 Dec 2010
Published online: 31 Jul 2014 *

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