The role of dynamic networking capabilities in the internationalization of Latin American SMEs
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Abstract
Latin American SMEs hardly evince significant internationalization experiences due to their limited knowledge, resources, and relationships with strategic intermediaries. The challenge is to generate cooperation between all partners and conduct the appropriate combination that allows integrating the international distribution channel. The aim of this research has been to identify those specific dynamic networking capabilities necessary for the development of the distribution strategy, and thus, promote the internationalization processes of Latin American SMEs. The results show that managers identify, develop and strengthen their relationships with international distributors and agents, which ultimately allow them to enliven their internationalization process and overcome their organizational severity.
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