Heuristics of the internationalisation of SMEs: a grounded theory method
by Hossein Khorrami; Mohammad Zarei; Behrouz Zarei
International Journal of Management and Enterprise Development (IJMED), Vol. 16, No. 3, 2017

Abstract: Heuristics can be an applicable tool, utilised in simplified strategies for solving ill-structured and highly uncertain problems, alike internationalisation of SMEs. International Entrepreneurship (IE) researches suggest; paying more attention to discovering the valuable individual initiatives used in internationalisation of SMEs. The research investigates the Iranian internationalised SMEs to provide a set of heuristic principles for running a successful internationalisation. Analyses of the interview data suggest that heuristics is an instructional tool of internationalisation, which facilitates and accelerates the process of SMEs' internationalisation. The model of internationalisation based on heuristics is extracted from the systematic grounded theory (GT) which originally applies for increasing the chance of discovering the unanticipated happenings as an inductive theory-discovering methodology. The results show, by applying the heuristics-based model of internationalisation, SMEs can make significant contributions in IE such as position stability in foreign markets, problem-solving tools in internationalisation process, sales growth, profitability, and added value generation.

Online publication date: Mon, 17-Apr-2017

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