It seems common wisdom that in order for a business to succeed
internationally it should first have reached a certain size,
resource base, and a high level of domestic market intensity.
However, this book provides in-depth acounts of seven innovative
micro-enterprises that chose to bypass these steps, attaining
remarkable overseas success despite severe knowledge and resource
constraints. It demonstrates to managers how the most diminutive of
enterprise forms can penetrate the foreign market through nurturing
and leveraging key relationships in their value chain. More
importantly, the detailed longitudinal retrospections of each
micro-enterprise reveal that those adopting a social exchange
(trust based) instead of a transaction cost (contracts based)
approach to relationship development attain better international
outcomes overall. It should also serve to remind policy makers and
public funding agencies alike of how worthy of support some
micro-enterprises are. In fact, given that they make up around 90%
of businesses in most industrialised economies, their importance to
economic development should not be overlooked.
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