The thesis was written under the supervision of Ulrike MAYRHOFER, Full Professor and Catherine MERCIER-SUISSA, Associate Professor, Certified to Supervise Research.  

Internationalization is a challenge for small and medium-sized companies (SME’s) who see it as a way to diversify their markets and to speed up their growth. The Research deals with the implementation of gateway strategies, an approach which consists in establishing oneself in a country in order to re-export to neighbouring third markets. The thesis was written in close collaboration with five Rhone-Alps SMEs who have at least one subsidiary abroad: ABC Group (limited company), SLAT, Emball’iso, Mixel Agitateurs, Hydrola. 

The results show that the implementation of gateway strategies -which is often a four step  process- can be explained by motivations linked to companies, networks, gateway countries and targets.

The gateway strategies embody a new form of internationalization allowing SME’s to add value to their assets (in mature and emerging countries) since they facilitate the access to new markets while limiting the commitment of resources and the exposure of SME’s to local risks.

Noémie DOMINGUEZ explains: “The thesis was a most rewarding experience both from a human and professional point of view. I had the opportunity to work under the co-supervision of Ulrike Mayrhofer and Catherine Mercier-Suissa in collaboration with passionate and generous managers who did not hesitate to  immerse themselves into the project and thus allow its completion”.

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