1、1本科毕业论文外文翻译外文文献译文标题中小型企业的市场导向和国际化资料来源中小企业管理杂志第46卷第4期作者JULIAMARMARIO,DAVIDMRUIZ,ENRIQUEMARMARIO对中小企业的国际化的研究主要有两种流派，1作为一个学习过程中的中小型企业的国际化；（2）从一个中小企业创造的时间研究国际化。第一个流派侧重于内部组织因素，特别是渐进的过程，尤其是在国际化的早期阶段的学习。在这个流派中，可以识别某些具体贡献。这些包括“生命周期模型”VERNON1966，“民族中心主义，区域中心主义，集聚中心主义，地理中心主义（ERPG）模型”WIND，DOUGLAS，ANDPERLMUTTER
2、1973，“创新模式”ROGERS1962，“乌普萨拉模型”JOHANSONANDVAHLNE1977；JOHANSONANDWIEDERSHEIMPAUL1975。本研究的最后在于，“乌普萨拉模式，”在发展其理论框架的研究。乌普萨拉模型是基于组织行为理论的CYERTANDMARCH1963根据该模型，国际化的进程被理解为其中一家公司的知识作为解释变量假定的因果循环。从本质上讲，公司最初在其国内市场发展，而国际化是一个后续增量决定的结果。这样的决定是受到信息和资源这两个因素的限制的。它遵循国际化的主要障碍即缺乏信息和资源的稀缺性。因为缺乏信息和资源的稀缺性产生的不确定性。为了最大限度地减少其风
3、险，一个公司可能开始选择国际化的时候，表现出不确定性。类似于其国内市场，有很少国际经验的公司宁愿进入国内市场。在这方面，“心理距离”的概念在国际化进程的早期阶段就变得很重要。“心理距离”可以被定义为一组因素，如语言、文化、政治等，阻碍公司和市场之间的信息流通。一旦该公司已获得国际经验，其对市场准入的决定可能会更多地依赖其他因素，如市场规模或全球经济气候。总之，乌普萨拉模型首先介绍了一个公司的进入国外市场的序列（在“心理距离”的概念），然后介绍了公司的后续增量国外市场的承诺（在其他因素方面）。在确定性和特定情况下给予足够的重视，描绘成一个稳定的过程中的中小企业国际化的模型遭到批评。ANDERSE
4、N1993，例如，批评所有过程模型的基本理论的弱点，缺乏理论与实践之间的连贯性。尽管有这些批评，有证据表明许多中小企业在增量阶2段实现了国际化。KORHONEN,LUOSTARINENANDWELCH1996CRICK1995LARIMO1991ERRAMILLIANDRAO1990LUOSTARINEN1980WIEDERSHEIMPAUL,OLSON,ANDWELCH1978BILKEYANDTESAR1977WEINSTEIN1977特别是在成熟的行业的中小企业更容易遵循这样一个连续的过程。第二个流派的研究借鉴国际创业文学，该学派认为，一个中小企业进入国际市场可以从它的创建开始RIALP
5、,RIALP,ANDKNIGHT2005；ANDERSSONANDWICTOR2003；MCDOUGALL,OVIATT,ANDSHRADER2003；KUEMMERLE2002；MCDOUGALLANDOVIATT2000；MADSENANDSERVAIS1997；KNIGHTANDCAVUSGIL1996；MCDOUGALL,SHANE,ANDOVIATT1994。这些公司一直以各种方式描述（1）“诞生全球”ANDERSSONANDWICTOR2003；MADSENANDSERVAIS1997KNIGHTANDCAVUSGIL1996；（2）“全球启动UPS”OVIATTANDMCDOUG
6、ALL1994；（3）“新的国际企业”MCDOUGALL,SHANE,ANDOVIATT1994；（4）“即时出口商”MCAULEY1999。“诞生全球”的企业最显着的特点是，管理采用了从一开始就走上快速和专门的国际化的全球焦点。它们通常是技术密集型企业，由活跃的企业家所创办，往往在工艺或技术上会有重大突破。他们的产品通常涉及重大价值的增加MCKINSEYLUMPKINANDDESS1996。根据这种观点，在国际市场上机会的发现和开采有助于国际创业的发展。追求这样的机会需要创造新的企业（其中包括重组的资源）DAVIDSSONANDWIKLUND2001MORANANDGHOSHAL1999，一
7、起进入新的市场或细分市场（其中包括有关的资源对市场的承诺程度的综合决策）。如前所述，模型，如乌普萨拉模型JOHANSONANDVAHLNE1990,1977组织行为理论。这些模型描绘成一个学习的过程，从连续的国际决策中获得的知识，为今后国际化的发展提供了基础。因此，国际化是一个渐进的过程，其中公司发展的承诺，对国外市场增长水平的鉴定，因为他们通过一系列连续的步骤进行和积累决定ROOT19873BROOKE1986。经验成为一个必不可少的因素，因为它削弱了有关外国市场决定的不确定性和风险水平。在这方面，有国际化和创新之间的相似之处。有证据表明应用程序的行为理论和循序渐进的学习给予企业国际化支持F
8、ORSGREN2001,2000ERIKSSONETAL1997CALOFANDBEAMISH1995ERRAMILLIANDRAO1993,1990HIRSCH1993ERRAMILLI1991,1990BEAMISH1990KOGUTANDSINGH1988ROOT1987SHARMAANDJOHANSON1987REID1984WIEDERSHEIMPAUL,OLSON,ANDWELCH1978。在中小企业中也有它的用处的证据WESTHEADETAL2001GANKEMA,SNUIF,ANDZWART2000，尤其是当产业成熟这项研究情况的考虑下ANDERSSON2004。以市场为导向的
9、功能（传感市场，客户联系和通道绑定）促进对国外市场的了解和收购。在国际化进程的早期阶段，该公司拥有国际经验少，因此，在收集信息方面可能按照其国内常规，这些功能是特别重要的，整个组织需要传播信息，并设计一个企业应对市场。在这种情况下，动态能力的方法EISENHARDTANDMARTIN2000强调以市场为导向的竞争价值。根据这一方针，确定企业竞争力成为可能，从中可以分为四个组（1）管理能力；（2）以资源为基础的能力；（3）改造为基础的能力；（4）基于输出能力LADO,BOYD,ANDWRIGHT1992。其中，以资源为基础的能力和转化能力，尤其和本研究有关。以资源为基础的竞争力包括核心的人类和非
10、人类的资产，包括有形和无形资产，允许一个公司在一段持续的时间超越对手。以资源为基础的竞争力有可能影响一个公司的开发能力转化和输出能力。改造的能力，变成输入输出所必需的组织能力。这些嵌入在社会结构和公司文化中MENGUCANDAUH2006。根据这种分类，以市场为导向，是一个资源型的能力，促进企业文化的发展（转型为基础的能力）同时，强调该公司的学习和适应能力。4外文文献原文TITLEMARKETORIENTATIONANDINTERNATIONALIZATIONINSMALLANDMEDIUMSIZEDENTERPRISESMATERIALSOURCEJOURNALOFSMALLBUSINESS
11、MANAGEMENTVOLUME46,ISSUE4AUTHORJULIAMARMARIO,DAVIDMRUIZ,ENRIQUEMARMARIOASSTATEDINTHEINTRODUCTION,THEREARETWOMAJORSTREAMSOFRESEARCHONTHEINTERNATIONALIZATIONOFSMES1INTERNATIONALIZATIONASALEARNINGPROCESSBYANSMEAND2INTERNATIONALIZATIONFROMTHETIMEOFCREATIONOFANSMETHEFIRSTSTREAMFOCUSESONINTERNALORGANIZATI
12、ONALFACTORS,ESPECIALLYDURINGTHEINCREMENTALPROCESSOFLEARNINGINTHEEARLIERSTAGESOFINTERNATIONALIZATIONWITHINTHISSTREAM,CERTAINSPECIFICCONTRIBUTIONSCANBEIDENTIFIEDTHESEINCLUDETHE“LIFECYCLEMODEL”VERNON1966,THE“ETHNOCENTRISM,REGIOCENTRISM,POLYCENTRISM,GEOCENTRISMERPGMODEL”WIND,DOUGLAS,ANDPERLMUTTER1973,TH
13、E“INNOVATIONMODEL”ROGERS1962,ANDTHE“UPPSALAMODEL”JOHANSONANDVAHLNE1977JOHANSONANDWIEDERSHEIMPAUL1975THEPRESENTSTUDYRESTSONTHELASTOFTHESE,THE“UPPSALAMODEL,”INDEVELOPINGITSTHEORETICALFRAMEWORKTHEUPPSALAMODELISBASEDONORGANIZATIONALBEHAVIORALTHEORYCYERTANDMARCH1963ACCORDINGTOTHEMODEL,THEPROCESSOFINTERNA
14、TIONALIZATIONISUNDERSTOODASACAUSALCYCLEINWHICHAFIRMSKNOWLEDGEISPOSITEDASANEXPLANATORYVARIABLEESSENTIALLY,COMPANIESINITIALLYDEVELOPINTHEIRDOMESTICMARKETS,ANDINTERNATIONALIZATIONISACONSEQUENCEOFSUBSEQUENTINCREMENTALDECISIONSSUCHDECISIONSARELIMITEDBYTWOFACTORSINFORMATIONANDRESOURCESITFOLLOWSTHATTHEMAJO
15、RBARRIERSTOINTERNATIONALIZATIONAREALACKOFINFORMATIONANDASCARCITYOFRESOURCESLACKOFINFORMATIONANDSCARCITYOFRESOURCESGENERATESUNCERTAINTYTOMINIMIZEITSRISKS,AFIRMISLIKELYTOBEGINITSINTERNATIONALIZATIONBYCHOOSINGMARKETSTHATEXHIBITLESSUNCERTAINTYCOMPANIESWITHLITTLEINTERNATIONALEXPERIENCEWOULDRATHERENTERMAR
16、KETSTHATRESEMBLETHEIRDOMESTICMARKETSINTHISREGARD,THECONCEPTOF“PSYCHOLOGICALDISTANCE”BECOMESIMPORTANTINTHEEARLYSTAGESOFTHEINTERNATIONALIZATIONPROCESS“PSYCHOLOGICALDISTANCE”CANBEDEFINEDASAGROUPOFFACTORSSUCHASLANGUAGE,CULTURE,POLITICS,ANDSO5ONTHATHINDERTHEFLOWOFINFORMATIONBETWEENTHECOMPANYANDTHEMARKETO
17、NCETHECOMPANYHASACQUIREDINTERNATIONALEXPERIENCE,ITSDECISIONSONMARKETENTRYARELIKELYTOBEMOREDEPENDENTONOTHERFACTORSSUCHASMARKETSIZEORTHEGLOBALECONOMICCLIMATEINSUMMARY,THEUPPSALAMODELFIRSTDESCRIBESAFIRMSSEQUENCEOFENTRYINTOFOREIGNMARKETSINTERMSOFTHECONCEPTOF“PSYCHOLOGICALDISTANCE”,ANDTHENDESCRIBESTHESUB
18、SEQUENTINCREMENTALCOMMITMENTOFAFIRMTOFOREIGNMARKETSINTERMSOFOTHERFACTORSMODELSTHATPORTRAYTHEINTERNATIONALIZATIONOFSMESASASTEADYPROCESSHAVEBEENCRITICIZEDFORBEINGDETERMINISTICANDFORPAYINGINSUFFICIENTATTENTIONTOPARTICULARCONTEXTSANDERSEN1993,FOREXAMPLE,HASCRITICIZEDTHEUNDERLYINGTHEORETICALWEAKNESSOFALL
19、PROCESSMODELSANDTHELACKOFCOHERENCEBETWEENTHEORYANDPRACTICEINSPITEOFTHISCRITICISM,THEREISEMPIRICALEVIDENCETHATMANYSMESHAVEINTERNATIONALIZEDININCREMENTALSTAGESKORHONEN,LUOSTARINEN,ANDWELCH1996CRICK1995LARIMO1991ERRAMILLIANDRAO1990LUOSTARINEN1980WIEDERSHEIMPAUL,OLSON,ANDWELCH1978BILKEYANDTESAR1977WEINS
20、TEIN1977INPARTICULAR,SMESINMATUREINDUSTRIESAREMORELIKELYTOFOLLOWSUCHASEQUENTIALPROCESSANDERSSON2004THESECONDSTREAMOFRESEARCHDRAWSONTHEINTERNATIONALENTREPRENEURSHIPLITERATUREANDARGUESTHATANSMECANBEINTERNATIONALFROMITSCREATIONRIALP,RIALP,ANDKNIGHT2005ANDERSSONANDWICTOR2003MCDOUGALL,OVIATT,ANDSHRADER20
21、03KUEMMERLE2002MCDOUGALLANDOVIATT2000MADSENANDSERVAIS1997KNIGHTANDCAVUSGIL1996MCDOUGALL,SHANE,ANDOVIATT1994THESECOMPANIESHAVEBEENDESCRIBEDINVARIOUSWAYS1“BORNGLOBAL”ANDERSSONANDWICTOR2003MADSENANDSERVAIS1997KNIGHTANDCAVUSGIL19962“GLOBALSTARTUPS”OVIATTANDMCDOUGALL19943“INTERNATIONALNEWVENTURES”MCDOUGA
22、LL,SHANE,ANDOVIATT1994AND4“INSTANTEXPORTERS”MCAULEY1999THEMOSTSIGNIFICANTFEATUREOFTHE“BORNGLOBAL”FIRMSISTHATMANAGEMENTADOPTSAGLOBALFOCUSFROMTHEOUTSETANDEMBARKSONRAPIDANDDEDICATEDINTERNATIONALIZATIONTHEYAREUSUALLYTECHNOLOGYINTENSIVEFIRMSTHATAREFORMEDBYACTIVEENTREPRENEURSOFTENINRESPONSETOASIGNIFICANTB
23、REAKTHROUGHINPROCESSORTECHNOLOGYTHEIROFFERINGSCOMMONLYINVOLVESUBSTANTIALVALUEADDINGMCKINSEY2ADVANCESINPROCESSTECHNOLOGY3ADVANCESINCOMMUNICATIONTECHNOLOGY4THEINHERENTADVANTAGESOFSMALLFIRMSQUICKERRESPONSETIME,FLEXIBILITY,ADAPTABILITY,ANDSOON5THEMEANSOFINTERNATIONALIZATIONKNOWLEDGE,TECHNOLOGYTOOLS,FACI
24、LITATINGINSTITUTION,ANDSOONAND6THEGROWTHINGLOBALNETWORKSTHERELEVANCEOFENTREPRENEURSHASBEENUNDERLINEDINTHELITERATURE,WHICHHASFOUNDAPOSITIVERELATIONSHIPBETWEENINTERNATIONALDEVELOPMENTANDANENTREPRENEURSINTERNATIONALORIENTATIONZAHRA,HAYTON,ANDONEILL2001LUMPKINANDDESS1996ACCORDINGTOTHISVIEW,INTERNATIONAL
25、ENTREPRENEURSHIPEVOLVESFROMTHEDISCOVERYANDEXPLOITATIONOFOPPORTUNITIESINTHEINTERNATIONALMARKETPLACETHEPURSUITOFSUCHOPPORTUNITIESREQUIRESTHECREATIONOFNEWENTERPRISESWHICHINVOLVESARECOMBINATIONOFRESOURCESDAVIDSSONANDWIKLUND2001MORANANDGHOSHAL1999,TOGETHERWITHENTRYINTONEWMARKETSORMARKETSEGMENTSWHICHINVOL
26、VESINTEGRATEDDECISIONSREGARDINGTHEDEGREEOFRESOURCECOMMITMENTTOTHEMARKETASPREVIOUSLYNOTED,MODELSSUCHASTHEUPPSALAMODELJOHANSONANDVAHLNE1990,1977RESTONORGANIZATIONALBEHAVIORTHEORYTHESEMODELSPORTRAYINTERNATIONALIZATIONASALEARNINGPROCESSWHEREBYKNOWLEDGEFORFUTUREDEVELOPMENTISGAINEDFROMSEQUENTIALINTERNATIO
27、NALDECISIONSINTERNATIONALIZATIONISTHUSPERCEIVEDASANEVOLUTIONARYPROCESSINWHICHCOMPANIESDEVELOPGROWINGLEVELSOFCOMMITMENTTOFOREIGNMARKETSASTHEYTRAVELTHROUGHASERIESOFSEQUENTIALSTEPSANDACCUMULATEDECISIONSROOT1987BROOKE1986EXPERIENCEBECOMESANESSENTIALFACTOR,BECAUSEITDIMINISHESTHELEVELOFUNCERTAINTYANDRISKR
28、ELATEDTOFOREIGNMARKETDECISIONSINTHISREGARD,THEREARESIMILARITIESBETWEENINTERNATIONALIZATIONANDINNOVATIONTHEREISEVIDENCESUPPORTINGTHEAPPLICATIONOFBEHAVIORTHEORYANDGRADUALLEARNINGTOBUSINESSINTERNATIONALIZATIONFORSGREN2001,2000ERIKSSONETAL1997CALOFANDBEAMISH1995ERRAMILLIANDRAO1993,1990HIRSCH1993ERRAMILL
29、I1991,1990BEAMISH1990KOGUTANDSINGH1988ROOT1987SHARMAANDJOHANSON1987REID1984WIEDERSHEIMPAUL,OLSON,ANDWELCH1978THEREISALSOEVIDENCEOFITSUSEFULNESSINTHE7CONTEXTOFSMESWESTHEADETAL2001GANKEMA,SNUIF,ANDZWART2000,ESPECIALLYWHENTHEINDUSTRYISMATUREANDERSSON2004,ASINTHECASESCONSIDEREDINTHISSTUDYMARKETORIENTEDC
30、APABILITIESMARKETSENSINGCUSTOMERLINKINGANDCHANNELBONDINGFACILITATEACQUISITIONOFKNOWLEDGEABOUTFOREIGNMARKETSTHESECAPABILITIESAREESPECIALLYIMPORTANTINTHEEARLIERSTAGESOFTHEINTERNATIONALIZATIONPROCESS,WHENTHEFIRMHASLITTLEINTERNATIONALEXPERIENCEANDISTHEREFORELIKELYTOFOLLOWITSDOMESTICROUTINEINTERMSOFCOLLE
31、CTINGINFORMATION,DISSEMINATINGTHATINFORMATIONACROSSTHEORGANIZATION,ANDDESIGNINGACORPORATERESPONSETOTHEMARKETINTHISCONTEXT,THEDYNAMICCAPABILITIESAPPROACHEISENHARDTANDMARTIN2000EMPHASIZESTHECOMPETITIVEVALUEOFMOACCORDINGTOTHISAPPROACH,ITISPOSSIBLETOIDENTIFYFOURGROUPSOFCORPORATECOMPETENCIES1MANAGERIALCO
32、MPETENCIES2RESOURCEBASEDCOMPETENCIES3TRANSFORMATIONBASEDCOMPETENCIESAND4OUTPUTBASEDCOMPETENCIESLADO,BOYD,ANDWRIGHT1992OFTHESE,THERESOURCEBASEDCOMPETENCIESANDTHETRANSFORMATIONBASEDCOMPETENCIESAREESPECIALLYRELEVANTTOTHEPRESENTSTUDYTHERESOURCEBASEDCOMPETENCIESCONSISTOFCOREHUMANANDNONHUMANASSETS,BOTHTAN
33、GIBLEANDINTANGIBLE,THATALLOWAFIRMTOOUTPERFORMRIVALSOVERASUSTAINEDTIMETHERESOURCEBASEDCOMPETENCIESHAVEPOTENTIALTOINFLUENCEAFIRMSABILITYTODEVELOPTRANSFORMATIONBASEDANDOUTPUTBASEDCOMPETENCIESTHETRANSFORMATIONBASEDCOMPETENCIESARETHEORGANIZATIONALCAPABILITIESTHATAREREQUIREDTOTURNINPUTSINTOOUTPUTSTHESEARE
34、EMBEDDEDINTHESOCIALSTRUCTUREANDCULTUREOFTHEFIRMMENGUCANDAUH2006UNDERTHISTYPOLOGY,MOISARESOURCESBASEDCOMPETENCETHATFOSTERSTHEDEVELOPMENTOFACORPORATECULTURETRANSFORMATIONBASEDCOMPETENCEWHICH,SIMULTANEOUSLY,EMPHASIZESTHELEARNINGANDADAPTATIONCAPABILITIESOFTHECOMPANYTHEAPPLICATIONOFANMOCULTUREWHICHISATRANSFORMATIONALCOMPETENCEINFOREIGNMARKETSENABLESAFASTERANDMOREEFFECTIVETRANSFORMATIONOFTHEMARKETSINFORMATIONINTOANAPPROPRIATERESPONSE
