Internationalization in the face of export barriers : a study of New Zealand's firms : a thesis presented in partial fulfilment of the Doctor of Philosophy at Massey University, New Zealand
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Date
2008
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Massey University
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Abstract
Export barriers have inhibiting effects on export performance, especially for smaller
and resource-poor firms. Classical internationalization theory suggests that the
bigger, the older, the more resource rich and resourceful a firm is, the better the
chances for success of their international or global operations. In practice, however,
many small New Zealand firms have been able to overcome export barriers and
achieve successful internationalization quickly in the complex, turbulent, global
environment of today. Existing theories do not fully explain how and why this is
possible. The apparent knowledge gap is closed by the present research with its indepth
investigation into the management of export barriers and related
internationalization practices using a holistic approach based on case studies. In this
way the study contributes to knowledge by advancing the understanding of
internationalization behaviour. In conclusion a new theoretical model is developed
from the variables which this research has identified as to influence export
performance and internationalization behaviour.
The research is based on the cases of fifty export firms across the major business
sectors from New Zealand' s Manawatu region. The study design involved a postal
survey, background research, in-depth interviews and observations. The triangulated
data was compiled into case studies and analysed using Eisenhardt' s grounded
approach. Two main categories of export barriers were identified: ( 1 ) industry or
product-specific barriers, and (2) common or shared barriers independent of industries
and products. The research design enabled research into management patterns
independent from sectors or industries.
The findings suggest that export barriers determine strategies. In a situation of severe
resource constraints, large geographic distance from international markets and small
domestic market size, New Zealand' s exporters anticipate their export barriers in
order not to let them impact on export performance. Successful firms reduce the
influence of obstacles towards internationalization by building their strategies
creatively around their core competencies in what is described as a "bricolage"
approach.
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Keywords
Exports, International business enterprises, Small business, New Zealand