Abstract

The Mid-Sized Firms (Msfs) topic has grown significantly in recent years in Italy, for the outstanding performance in foreign markets of this kind of firm. In this respect some evidences are stated but at the same time there are several thesis disputing them and leading to field verification of the above evidences. The objective of this article is to understand international strategies of Msfs of Made in Italy, with particular reference to two main questions: why, where and how to enter foreign markets (entry strategies) and how to create value (business models). More precisely, the research questions can be declined as follows: what foreign markets are Italian medium-sized firms approaching? For what reasons? What entry modes are chosen by Italian mediumsized firms to enter foreign markets? How do they vary in relation to different geographical areas, developed and developing ones? For what reasons? What business models are adopted by these firms in different geographical areas? Methodologically, the research suggests the use of case study, in order to compare the strategic choices of an Italian Msf in different markets (Western and emerging ones). The firm analysed is Harmont&Blaine selected for its high growth performance. A number of theoretical and managerial implications suggested by the case study results are discussed.