INTERNATIONALISATION OF SMALL AND MEDIUM SICILIAN WINERIES: AN EXPLORATORY STUDY BASED ON THE RBV APPROACH

Abstract

Strategies of internationalization, such as export, have a central role as well to safeguard the market position and survival for many enterprises, including small and medium ones. The aim of this study is to investigate, through a resource-based view (RBV) approach, the main firms' internal factors that affect the export propensity of sparkling wines producers in Sicily and their ability to insert into foreign market. Based on review of extant literature we have identified the main factors, related both to the firms and to the managers characteristics, that affect the firm performance in the export market. Using survey data of 94 Sicilian small and medium wineries export oriented, this paper shows that some firms and managers' characteristics affect the export activity of Sicilian wineries. In particular, our findings show that a lower perception of export barriers, experience in the sales in foreign market and the educational level, are the most important factors influencing the propensity to export. Results, although not generalizable, may help managers to be aware of the importance that some features have on the involvement of their company in the foreign market.