Title: Strategies and challenges in global market entry: an analysis of Turkish SMEs' internationalisation pathways

Authors: Marcus Goncalves; Ferhan K. Sengur; Ayşe Kayacı; Elif Celik

Addresses: Boston University Metropolitan College, 1010 Commonwealth Ave., Boston, MA 02215, USA ' Eskisehir Technical University, 2 Eylül Kampüsü, 26555 Tepebaşı/Eskişehir, Türkiye ' Dicle University, 21280 Sur/Diyarbakır, Türkiye ' Boston University Metropolitan College, 1010 Commonwealth Ave., Boston, MA 02215, USA

Abstract: This study delves into the internationalisation of Turkish small and medium-sized enterprises, focusing on entry modes and the multifaceted challenges they encounter in global market integration. Employing a qualitative method, the research synthesises data from semi-structured interviews with Turkish SME managers, revealing insights into internationalisation's strategic and operational dynamics. Findings highlight a predominant preference for export as an initial entry, underpinned by their adaptation to evolving global trade norms and domestic market constraints. Challenges identified include financial limitations, inadequate market knowledge, and operational hurdles, collectively influencing strategic directions and international performance. The study contributes to the international business literature by providing a nuanced understanding of SME internationalisation in an emerging market context, offering implications for policymakers and practitioners aiming to foster greater competitiveness of Turkish SMEs. Recommendations focus on enhancing governmental support, improving access to international market information, and fostering strategic alliances to navigate the complex terrain of global business.

Keywords: internationalisation; exports; entry mode; emerging markets; Turkey; Türkiye.

DOI: 10.1504/IJEXPORTM.2024.142574

International Journal of Export Marketing, 2024 Vol.6 No.3, pp.255 - 297

Received: 27 Mar 2024
Accepted: 11 May 2024
Published online: 09 Nov 2024 *

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