%0 Conference Proceedings %T Motivations driving manufacturing SMEs to internationalize through gateway strategies: A conceptual framework %+ Laboratoire de Recherche Magellan %A Dominguez, Noémie %< avec comité de lecture %B Association of International Business - UK & Ireland Chapter (AIB-UKI) %C Reading, United Kingdom %8 2017-04-06 %D 2017 %K Internationalisation %K SME %K Gateway strategies %K Motivations %Z Humanities and Social Sciences/Business administrationConference papers %X This study applies the internationalization theory to understand what motivates SMEs to implement gateway strategies – i.e. to invest in a country to re-export to third countries. While some academics emphasize the importance of free-trade agreements and costs differentials, others highlight the role played by the individual and reticular dimensions. We realized 66 in-depth interviews and five days of non-participant observations with five French manufacturing SMEs and ten promotion agencies. Our analysis revealed the existence firm-, network- and country-related motivations as well as common, partially shared and specific motivations. We end up proposing a conceptual framework. %G English %L hal-01522410 %U https://univ-lyon3.hal.science/hal-01522410 %~ SHS %~ UNIV-LYON3 %~ MAGELLAN %~ UDL