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Accelerating Cross-Border transaction of SME

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ACT-SME helps SMEs to adapt to global competition and internationalise to enhance their competitiveness and support their growth potential, also and especially in a cross-border transaction perspective.

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Training is the main result of the ACT-SME project, specifically designed for SMEs to build their capacity and overcome what are very often only informational or operational barriers to internationalization.

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ACT-SME includes 8 partners from 6 countries representing the various participants from SMEs’ internationalization process and VET systems.

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The questionnaire is structured in two parts. The first part includes questions that aim to characterize the profile of your enterprise/organization. The second part aims at understanding what skills and competencies you consider to be critical for cross-border transactions and internationalization of SMEs.
The information you provide will be treated with the utmost confidentiality and will not be disclosed to third parties without your prior consent.

Part I: Respondent data - profile of the organisation

Company Name:
City: Zip Code:
Company Web Site:
Contact Person: Title/ Position in the organisation:
Contact Tel: Contact Fax:
Contact E-mail:
Year Established:

Part II: Questionnaire

What is the size of your company?
a. Micro (# of employees, 0-9; turnover/balance sheet total, max. 2 m €)
b. Small (# of employees, 10-49; turnover/balance sheet total, max. 10 m €)
c. Medium (# of employees, 50-249; turnover/balance sheet total, max. 50/43 m € )
Is your company engaged in cross border transactions?
a. Yes
b. No
Does your company have or is your company preparing an international marketing plan with defined goals and strategies?
a. Yes
b. No
Is your company's management committed to developing export market and willing and able to dedicate staff, time and resources to the process?
a. Yes
b. No
Has your management team received any training in international trade topics in the last two years?
a. Yes
b. No
Does your company include a department/ employee dedicated to cross - border transactions?
a. Cross - border transactions department
b. Export Expert /Sales manager
c. Manager of International Affairs
d. Legal Department
e. Other (please specify)
Where do you export your products?
a. Inside the EU
b. Extra EU
c. Third Countries+ EU
Which method do you use in order to introduce your products in a foreign market? You can choose one or more.
a. Direct exports
b. Exports through intermediaries/ wholesalers
c. Establishment of a branch abroad
d. Cooperation with other enterprises -domestic or abroad
e. Subcontracting with foreign companies
f. Commercial Agencies
g. Investments abroad
h. E-trade
i. Others (please specify)
Who are your main customers are in cross border transactions? You can choose one or more.
a. Other SMEs
b. Final customers
c. Wholesalers
d. Public/private institutions
e. Distributors
f. Others (please specify)
Can you give the number of customers you most frequently get involved in cross-border transactions?
a. 1
b. 2-5
c. 5-10
d. 10>
Please rate the following elements for motivation for engaging in cross border transactions?
- Likert scale question - Most relevant (5) to less relevant (1)
Motivation to Internationalize Not at all Relevant Not very Relevant Moderately Relevant Relevant Most Relevant
1 2 3 4 5
a. Growth and profit expectations
b. Domestic market saturation/stagnation
c. Manager's previous international experience
d. Market size - limited domestic market
e. R&D investment
f. Funding opportunity
g. Partnership opportunities
h. Other (please specify)
Please rate the following basic problems in terms of their importance you might have confronted when you decided to engage in cross border transactions?
-Likert scale question - Most important (5) to less important (1)
Main difficulties Not at all Important Not very Important Moderately Important Important Most Important
1 2 3 4 5
a. Financial barriers
b. Lack of knowledge of foreign business opportunities
c. Limited information to locate/analyse markets and needs and demands of the customers
d. Tax regulations
e. Administrative/legal requirements, e.g., licensing, CE marking, labelling
f. Difficulty in matching competitors prices
g. After-sales maintenance abroad
h. Cross-border delivery
i. Visa regulations
j. Lack of managerial time to deal with internationalisation
k. Insufficient operational/ managerial capacity
l. Language
m. Cultural Differences
n. Other (please define)
Are you in connection with any web site/platform/program to find potential customers?
a. Yes, If yes specify which kind of
b. No
How did you benefit from the web site/platform/program in cross-border transactions?
a. Technology transfer
b. Partnerships
c. Obtaining information about legislation and international markets
e. Other (please specify)
Did you receive any support from Public and/or Private Agencies when you decided to engage in cross border transactions?
a. Yes
b. No
In which of the fields mentioned below do you believe that you need to obtain Knowledge/training in order to develop cross border transactions?
You can choose one or more.
How relevant do you believe the below training areas are, in order to help you engage in cross border transactions?
You can choose one or more. Likert scale question - Most relevant (5) to less relevant (1)
Training areas / themes / topics Not at all Relevant Not very Relevant Moderately Relevant Relevant Most Relevant
1 2 3 4 5
a) Support in learning about foreign contract law
b) Compliance with foreign consumer protection rules
c) Obtaining legal advice on foreign contract law/
d) Obtaining Knowledge in administrative/legal requirements
e) Identifying business opportunities/ market analysis
f) Financial support
g) Networking
h) Development of appropriate marketing tools
i) Other (please define)
Please suggest other issues that in your opinion must be encountered so as to engage in cross border transactions?


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This project has been funded with support from the European Commission.
This web site and its contents reflects the views only of the authors, and the Commission cannot be held responsible for
any use which may be made of the information contained therein.

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