Exploring determinants of internationalisation: the case of late starters

Purpose This paper explores determinants of internationalisation in the wine sector based on a sample of exporting wineries in Emilia-Romagna (Italy). Strategic implications for small and medium enterprises (SMEs) in a young wine region are derived based on the findings. Design/methodology/approach Data were collected through a quantitative questionnaire in the Romagna wine growing area through online sampling and personal interviews of 38 wineries that are engaged in export activity. Multivariate analysis of cardinal company data through multiple and fractional regression models is complemented by a nonparametric analysis of Likert-type survey elements. Findings The results identify several determinants that affect export intensity of businesses in the sample: Resources within the business turn out to be important as well as the choice of distribution partners. Characteristics of exported goods are found to differ comparing intra- and extra EU exports. Practical Implications Competitiveness in the international marketplace is closely linked to product quality and productivity of a firm and its distribution network. Organizing these factors through regional networks can help businesses to overcome export barriers and strengthen the competitiveness of a region as a whole. Originality This study investigates the determinants of internationalisation in a wine growing region which is considered a late starter of export activity and is conducted with this spotlight for the first time on a regional level in the Italian wine industry.