Modelli decisionali per l'ingresso sui mercati internazionali

The paper analyzes the enterprises decision-making models to approach International markets with special attention to operational practices developed by companies in the Milan hinterland territory. The analysis is preceded by a brief historical overview designed to outline the stages of the passage from the first decision-making models, which derived the expansion choices in international markets from the economic theory of organization, through decision-making related to the doctrine concerning the allocation of resources Hecksher and Ohlin, until the realization of the fact that these "traditional strategies limits" led to the emerging new "theory of monopolistic advantages and market imperfections", later superseded by the "theory of the product life cycle." It continues with the examination of the so-called Born Global and its success factors by focusing on innovative strategy to internationalize without following a predetermined path and outlined sequence, but with the networking created with other competitors, which allows the implementation of a shared control strategies with its network partners. The second part of the paper illustrates the results of the research performed in the territory and referred to the analysis of how the theories described in the previous chapters have been operationally deployed in the Italian reality. In particular the research focuses the attention on the analysis of internationalization models adopted by some companies in northern Italy. The paper shows the results of interviews conducted with representatives of Italian companies related to the way they defined the entry strategies, the selection of foreign markets and general management of the internationalization process