Entering Central and Eastern European markets through Gateway Strategies: the case of the French company SLAT

Noémie Dominguez () and Ulrike Mayrhofer ()
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Noémie Dominguez: MAGELLAN - Laboratoire de Recherche Magellan - UJML - Université Jean Moulin - Lyon 3 - Université de Lyon - Institut d'Administration des Entreprises (IAE) - Lyon
Ulrike Mayrhofer: MAGELLAN - Laboratoire de Recherche Magellan - UJML - Université Jean Moulin - Lyon 3 - Université de Lyon - Institut d'Administration des Entreprises (IAE) - Lyon

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Abstract: This paper focuses on the international development of SLAT, an independent SME which develops, produces and markets solutions of secured alimentations. Located in the Rhône-Alpes region, the company has 67 employees. The SME has mainly developed in international markets through export activities: it realizes 15% of its total sales abroad and its products are marketed in 37 countries. The company has recently decided to implement a sales subsidiary in Germany to strengthen its presence in international markets. In this process, the company was accompanied by ERAI (Entreprise Rhône-Alpes International), a French agency which helps companies from the Rhône-Alpes region to expand into foreign markets. The authors of this paper explain the role played by ERAI in the establishment of the foreign subsidiary and the influence of a successful accompaniment experience on the internationalization process.

Keywords: SLAT; international expansion; gateway strategy; Central and Eastern Europe.; Central and Eastern Europe (search for similar items in EconPapers)
Date: 2013-06-25
New Economics Papers: this item is included in nep-tra
Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-00839726v1
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Published in 4th Franco-Czech Conference " Trends in International Business ", Jun 2013, France. 14 p

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