Purpose – Despite general awareness and acceptance of the benefit of strategic planning/alignment of IS strategy with business strategy, few efforts have been made to define and study the relationship. A review of literature has revealed that past studies have largely neglected the specific...

This study focuses on the use of export marketing information in small and medium‐sized enterprises (SMEs), an area that has previously attracted little academic research attention. It reports on the application of scales measuring instrumental/conceptual and symbolic export information use,...

The article presents a qualitative model, derived from the transaction cost and resource dependence theory, to compare the business relationships in the marketing channels between footwear buyers in The Netherlands and Uganda, and their suppliers. The observed business relationships are used to...

Export promotion programs are provided by governments to help firms, especially small and medium‐sized ones, overcome real or perceived obstacles to exporting. To date, there has been limited empirical evidence of the effectiveness of these efforts. This study clarifies the ways in which...

Purpose – The internationalisation of large multinational retailers is well documented and much research attention has been given to their motives and strategies for expansion. Yet, no research in this field has specifically addressed the internationalisation of small‐ to medium‐sized...

Purpose – The purpose of this paper is to provide comparative data from a two‐country study; specifically, into the internationalisation strategies of Canadian and UK high‐tech small and medium‐sized enterprises. Design/methodology/approach – The methodology employed involves 24...

Purpose – This paper aims to analyse the growing body of literature on small and medium‐sized enterprise (SME) internationalisation by considering a set of propositions regarding the drivers and inhibitors of an entry mode decision. Design/methodology/approach – Following a quantitative...

Purpose – The purpose of this paper is to provide empirical evidence on the actual use and market performance effects of information and communication technologies (ICT) with regard to international business‐to‐business marketing activities of small and medium‐sized enterprises (SMEs)....

Purpose – The development of marketing strategies optimally adjusted to export markets has been a vitally important topic for both managers and academics for about five decades. However, there is no agreement in the literature about which elements integrate marketing strategy and which...