Stepping over the threshold: SME internationalization in the Dutch-German borderland
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2025-02-28
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en
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This master's thesis examines how small and medium-sized enterprises (SMEs) in Limburg navigate internationalization into Germany and how their position in the border region influences their motivations, barriers, and strategies. Despite the European Union’s efforts to promote cross-border mobility, many border-region residents remain nationally oriented. Additionally, the literature often views borders merely as barriers rather than opportunities. This thesis addresses these gaps by empirically exploring how Limburg-based SMEs engage in cross-border business.
Using a deductive yet exploratory approach, the study draws on semi-structured interviews with SMEs operating in Germany. Findings reveal that networks, often built through existing relationships with German stakeholders, play a pivotal role in internationalization. Personal experiences, such as language proficiency and prior exposure to German culture, further drive cross-border expansion. While administrative and cultural barriers exist, entrepreneurs overcome them by building trust, seeking expert guidance, and leveraging personal connections.
Rather than following a structured process, SMEs internationalize through effectual decision-making, responding to emerging opportunities. The border is perceived as a strategic advantage rather than an obstacle, since entrepreneurs profit from related variety and a larger market. This thesis contributes to SME internationalization literature, emphasizing the need to promote border regions as dynamic economic hubs.
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Faculteit der Managementwetenschappen