International market selection and growth strategies for niche firms
by Kjell Toften, Trond Hammervoll
International Journal of Entrepreneurship and Innovation Management (IJEIM), Vol. 13, No. 3/4, 2011

Abstract: The purpose of this study is to investigate international market selection processes and strategic growth directions of niche firms, by studying the bases for selecting new international markets and which strategic directions niche firms follow in their pursuit of growth. The methodology was based on qualitative research with in-depth interviews of key personnel, and data from six niche firms in the wine and food industries are analysed. The findings suggest that niche firms expand internationally by developing and exploiting long-term relationships with downstream channel partners, such as importers. Furthermore, the strategic directions for expansion are based on penetration, product development, and market development.

Online publication date: Tue, 30-Sep-2014

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