The first steps of internationalisation for SMEs: serendipitous or intentional?

This paper was initiated through cooperation between the Radboud University of Nijmegen (The Netherlands) and the University of Flensburg (Germany). The focus is on cross-border networks as a means of internationalisation for Small- and Medium-sized Enterprises (SMEs). The main question is whether the internationalisation process is started by serendipity or by intention. To gain insight into this area, several semi-structured interviews were conducted in the German-Danish and Dutch-German border regions. The research has shown that pre-planned, serendipitous as well as mixed forms of an internationalisation process exist. In some cases the aim of the company was to expand the market and stay in the same region, which is the border region. As a consequence, the internationalisation occurred by chance.