The paper aims to examine the role of network relationships in the internationalization of small Italian wine producers. It shows that most of the case firms did not pre-plan their foreign activities: they relied mostly on contacts created at trade fairs or by friends/relatives. Also, international tourism was one of the most important sources for creating such contacts: the case firms created relationships/networks in the tourists’ home markets and, as a result, expanded there either through selling to the tourists themselves or to the importers they recommended. Still, not all internationalization attempts succeeded.

The role of network relationships in Italian wine producers’ internationalization: Six cases

FRANCIONI, BARBARA;MUSSO, FABIO
2015

Abstract

The paper aims to examine the role of network relationships in the internationalization of small Italian wine producers. It shows that most of the case firms did not pre-plan their foreign activities: they relied mostly on contacts created at trade fairs or by friends/relatives. Also, international tourism was one of the most important sources for creating such contacts: the case firms created relationships/networks in the tourists’ home markets and, as a result, expanded there either through selling to the tourists themselves or to the importers they recommended. Still, not all internationalization attempts succeeded.
File in questo prodotto:
Non ci sono file associati a questo prodotto.

I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.

Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11576/2631773
Citazioni
  • ???jsp.display-item.citation.pmc??? ND
  • Scopus ND
  • ???jsp.display-item.citation.isi??? ND
social impact