International market selection and growth strategies for niche firms

Kjell Toften and Trond Hammervoll

International Journal of Entrepreneurship and Innovation Management, 2011, vol. 13, issue 3/4, 282-295

Abstract: The purpose of this study is to investigate international market selection processes and strategic growth directions of niche firms, by studying the bases for selecting new international markets and which strategic directions niche firms follow in their pursuit of growth. The methodology was based on qualitative research with in-depth interviews of key personnel, and data from six niche firms in the wine and food industries are analysed. The findings suggest that niche firms expand internationally by developing and exploiting long-term relationships with downstream channel partners, such as importers. Furthermore, the strategic directions for expansion are based on penetration, product development, and market development.

Keywords: international expansion; international marketing; food industry; wine production; marketing channels; channel relationships; partnerships; market selection; growth strategies; niche firms; international markets; strategic directions; long-term relationships; downstream partners; channel partners; importers; market penetration; market development; new product development; NPD; Norway; France; Portugal; organic salmon; stockfish; international entrepreneurship; innovation management; internationalisation; international strategies; small and medium-sized enterprises; SMEs. (search for similar items in EconPapers)
Date: 2011
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