Market entry to small export markets

Development of a market entry concept and success factors to establish export business in smaller export markets.


  • Lead school(s) School of Engineering and Computer Science
  • Institute Institute for Data Applications and Security (IDAS)
  • Duration (planned) 01.01.2021 - 31.12.2022
  • Project management Prof. Dr. Paul Ammann
  • Head of project Prof. Dr. Paul Ammann
  • Project staff Prof. Dr. Natalia Ursel, Higher School of Economics, St. Petersburg, Russia
    Alex Gribincea, ULIM University, Moldova
    Larisa Trifonova, ULIM University, Moldova
  • Partner Daniel Rehmann, Russia Contact, St. Petersburg, Russia
    Higher School of Economics, Russia
    ULIM, Free International University of Moldova
  • Keywords International Management, Russia, Doing Business, Market Entry

Starting Point

Export growth is important for both industrial companies in Moldova and Switzerland. Both countries are small and therefore a challenge regarding market entry for exporting companies as the low potential sales volume does not justify the use of high level of resources. How is a successful market entry still possible?


The main focus of the project is on the design of a market entry concept to smaller export markets.


To realize this project, workshops in Moldova and Switzerland will be organized to find out the status of the implementation as well as of the success factors of market entry in these markets. Through workshops, companies' interviews, companies' visits, and research seminars organized in both countries and involving local exporting industrial companies, chamber of commerce, government, and academics the two research universities will establish the success factors to enter smaller export markets.