Internationalisation of SMEs and simultaneous strategies of cooperation and competition: an exploratory analysis

Abstract

The present work examines the relationships between SMEs’ marketing internationalisation and the combination of cooperation and competition strategies, i.e. co-opetition. Recent analyses have shown that the SMEs’ exports capabilities are highly dependent on co-opetition, while others suggest that the challenges of international supply chain constitute a major driver to this combination. This analysis contributes to the literature by providing empirical evidence on both of these issues. A multivariate regression analysis is developed, measuring variables of SMEs’ co-opetition and international activity, and taking as reference a set of 136 Andalusian food exporters. The results confirm the positive effect of strategies of cooperation with competitors (regarding logistics, promotion, quality and R&D) on international marketing activity. This positive effect is enhanced when large retailers are the main buyers, i.e. in hierarchical relationships. Furthermore, exporting activity is shown to promote co-opetition among suppliers. These findings highlight the importance of such strategies as regards both export capabilities of the food firms in this region and their expansion into new foreign markets. The empirical approach and certain implications drawn from the results can be extended to other analyses on SMEs in international contexts.

Keywords:

• cooperation
• competition
• SMEs
• internationalisation
• supply chain
• food industry

JEL Classification:

• F23
• L14
• L25
• M21

Additional information

Notes on contributors

Emilio Galdeano-Gómez

Emilio GALDEANO-GÓMEZ. He is a Professor in the Department of Economics and Business, Faculty of Economics and Business Administration at the University of Almería (Agrifood Campus of International Excellence, ceiA3) in Spain. He received his BS in Business Administration in 1990 from the University of Valencia and his PhD in Economics and Business Administration in 1994 from the University of Almería. His research interests include business internationalisation, environmental performance and agribusiness management.

Juan C. Pérez-Mesa

Juan C. PÉREZ-MESA. He is an Associate Professor in the Department of Economics and Business, Faculty of Economics and Business Administration at the University of Almería (Agrifood Campus of International Excellence, ceiA3) in Spain. He received his BS in Business Administration in 1997 and his PhD in Economics and Business Administration in 2003 from the University of Almería. His research interests include transportation management, supply chain and agribusiness management.

José A. Aznar-Sánchez

José A. AZNAR-SÁNCHEZ. He is a Lecturer at the Department of Economics and Business, Faculty of Economics and Business Administration at the University of Almería (Agrifood Campus of International Excellence, ceiA3) in Spain. He received his PhD in Economics and Business Administration in 2001 from the University of Almería. His research interests include development studies, tourism management and agribusiness marketing.