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Within the Yarra Valley there are more than 80
wineries of different sizes and at different stages
of internationalization. This research used grounded
theory to identify ways in which wineries have
approached their internationalization process. There
is a significant emphasis placed on personal
relationships and networks between wineries when
entering foreign markets because they provide access
to market knowledge. On the other hand cooperation
among cluster firms plays very limited role in
assisting wineries in foreign market expansion it has
only been of benefit when it came to dealing with
local issues. The cluster has played only a minor
role if any when it came to internationalization of
the cluster firms. There was a distinctive lack of
active support and organization from the cluster with
regard to the international expansion due to the lack
of leadership and joint direction among cluster members.
wineries of different sizes and at different stages
of internationalization. This research used grounded
theory to identify ways in which wineries have
approached their internationalization process. There
is a significant emphasis placed on personal
relationships and networks between wineries when
entering foreign markets because they provide access
to market knowledge. On the other hand cooperation
among cluster firms plays very limited role in
assisting wineries in foreign market expansion it has
only been of benefit when it came to dealing with
local issues. The cluster has played only a minor
role if any when it came to internationalization of
the cluster firms. There was a distinctive lack of
active support and organization from the cluster with
regard to the international expansion due to the lack
of leadership and joint direction among cluster members.