Analyzing internationalization configurations of SME's: The purchaser's perspective

This article focuses on the international purchasing behavior of small- and medium-sized industrial firms in Denmark. Based on taxonomy of internationalization configurations defined by the import and the export share of firms, the article explores the differences in these configurations seen from a purchasing perspective. The taxonomy reveals four internationalization configurations: international sourcers, globals, locals, and international sellers. Based on the taxonomy, the researchers diagnose the differences between firms in each of the configurations and find that psychic distance, risk, and control are unimportant factors compared to conventional findings. On the other hand, close cooperation between the firm and the international partners is important when explaining differences in internationalization configurations. The paper concludes by recommending possibilities for future research and by advising managers as to increase their success.