Internationalization of a Family SME. Intermediaries? How?

This dissertation studies the internationalization process of a small and medium-sized Portuguese family business and, in particular, the importance of the quality of the relationship between the exporting company and its local intermediaries. On the one hand, it aims to understand how the concept of "psychic distance" between the exporter and importer influences the quality of the relationship in terms of commitment, trust, and satisfaction. on the other hand, it seeks to understand how the quality of the relationship influences resource sharing (cooperation and communication climate); finally, it seeks to understand how resource sharing affects export performance. In addition to interviews with intermediaries, secondary data on export performance were taken into account, as well as the different strategies applied in the internationalization process of a family business.

Autorentext

Abílio Vilaça was born in Braga, Portugal. He holds a master's degree in International Business from the School of Economics and Management of the University of Minho and a degree in Oriental Studies from the Institute of Languages and Human Sciences of the same university. His experience of different markets and diverse international realities legitimize the creation of this book.