Accelerated internationalisation:: evidence from a late investor country

Purpose - Recent studies are trying to adapt the explanation of the internationalisation process to new environmental conditions. This paper aims to offer evidence of the existence of a group of firms that use a speeded-up internationalisation process. Design/methodology/approach - Cluster analysis and logit regressions are used on a sample of 271 Spanish export firms. Findings - The results obtained support the claim that substantial differences do exist between fast and gradual internationalising firms. The firms included in the more international active group are characterised by: a proactive attitude on the part of managers with regard to internationalisation activities, a strategy based on marketing differentiation advantages and strong relationships with clients and suppliers, which encourage or facilitate their international activities. Practical implications - The results may favour reflection upon what are the most important factors for achieving an active, international strategy and how to respond to these demands. The stimulation of relationships between firms will reduce the uncertainty associated with the risks of foreign operations and increase the international competitiveness of firms. Originality/value - From a politics perspective the research suggests several ways to stimulate the acceleration of the internationalisation process.