University of Oulu

Paulin, W., Belt, P., Möttönen, M., Härkönen, J. and Haapasalo, H. (2012) ’Action research on high-tech SMEs entering the USA market’, International Journal of Entrepreneurship and Innovation Management, Vol.16, No.3/4, pp.209-225.

Action research on high-tech SMEs entering the US market

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Author: Paulin, William L.1; Belt, Pekka2; Möttönen, Matti2;
Organizations: 1Paulin Neal Associates, 4088 Peninsula Drive, Carlsbad, CA 92010 USA
2Department of Industrial Engineering and Management, University of Oulu, P.O. Box 4610, FI-90014, Finland
Format: article
Version: accepted version
Access: open
Online Access: PDF Full Text (PDF, 0.4 MB)
Persistent link:
Language: English
Published: Inderscience, 2012
Publish Date: 2019-12-10


High-tech small and medium-sized enterprises (SMEs) are forced to rapidly enter global markets due to market fragmentation and fierce competition. The aim of this paper is to describe difficulties and potential solutions for these companies entering the US market. This study utilised action research to analyse 60 attempts of Finnish high-tech SMEs entering the US. This study indicates that companies ought to start their internationalisation process early, be proactive and utilise the learning-by-doing method. Obtaining business knowledge of their target market, acquiring expertise to their board and management and networking locally seems crucial for success.

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Series: International journal of entrepreneurship and innovation management
ISSN: 1368-275X
ISSN-E: 1741-5098
ISSN-L: 1368-275X
Volume: 16
Issue: 3/4
Pages: 209 - 225
DOI: 10.1504/IJEIM.2012.051901
Type of Publication: A1 Journal article – refereed
Field of Science: 222 Other engineering and technologies
Copyright information: © 2012 Inderscience Publishers. The final authenticated version is available online at: