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International audience; Founded in 1969, Mixel Agitators is a manufacturing SME specialized in the production and sales of industrial mixers. The arrival of Philippe Eyraud at the head of the company, in 1990, constitutes a critical event since it is accompanied by a radical change of strategy. Driven by its previous experience in Singapore and the increasing saturation of European markets, the CEO is choosing to move to emerging markets in Asia. His proactivity, his vision and the efforts made to develop international markets are paying off: Mixel Agitators put in place its first production and sales subsidiary in China (2005) followed by a representation office in Vietnam (2017) and established itself as a reference supplier in the country.

International audience; Access to information conditions the success of SMEs in international markets. This article focuses on the sharing of information in inter-organizational networks. The authors analyze how SME managers collect and share information for their internationalization process. The empirical study is based on 17 interviews conducted with SME managers and exportation support specialists. The results show that the type, sources and modalities of information sharing vary according to the experience of managers and the company's expansion in international markets.; L’accès aux informations conditionne la réussite des PME sur les marchés internationaux. Cet article porte sur le partage d’informations dans les réseaux inter-organisationnels. Les auteurs étudient comment les dirigeants de PME collectent et partagent des informations dans le cadre de leur démarche d’internationalisation. L’étude empirique est fondée sur 17 entretiens menés auprès de dirigeants de PME et de spécialistes de l’accompagnement à l’exportation. Les résultats montrent que le type, les sources et les modalités de partage des informations varient selon l’expérience des dirigeants et l’expansion de l’entreprise sur les marchés internationaux.

International audience; This research examines information exchange within export-firm networks. The authors draw upon relational contract theory and the network approach to better understand the role played by information exchange in business networks. The empirical study is based on a survey conducted among 317 French exporters. The results, obtained using structural equation modeling, show that sense of belonging to a network and socialization between members influence information exchange between export managers. They also reveal that socialization acts as a variable that mediates the link between sense of belonging and information exchange. Last, the results identify the antecedents of three constructs drawn upon by the authors. Our work emphasizes the importance of socialization for the functioning of networks and allows us to propose the concept of “network socialization,” which concerns the actions undertaken by the members of a network to integrate new actors.; Cette recherche porte sur l’échange d’information au sein des réseaux professionnels d’entreprises exportatrices. Les auteurs mobilisent la théorie de l’échange social et l’approche par les réseaux pour mieux comprendre le rôle joué par l’échange d’information dans les réseaux d’entreprises. L’étude empirique est fondée sur une enquête menée auprès de 317 exportateurs français. Les résultats obtenus à l’aide de modèles d’équations structurelles montrent que le sentiment d’appartenance à un réseau et la socialisation entre ses membres influencent l’échange d’information entre responsables export. Ils révèlent aussi que la socialisation agit comme variable médiatrice du lien entre sentiment d’appartenance et échange d’information. Enfin, ils permettent d’identifier les antécédents des trois construits mobilisés. Notre travail met en avant l’importance de la socialisation dans le fonctionnement des réseaux et nous amène à proposer le concept de « socialisation réticulaire » qui désigne les actions entreprises par les membres d’un réseau pour intégrer de nouveaux acteurs.

International audience; This article focuses on the international development of SLAT, an independent SME which develops, produces and markets solutions of secured alimentations. Located in the Rhône-Alpes region, the company has more than 70 employees. The SME has mainly developed in international markets through export activities: it realizes 26.1% of its total sales abroad and its products are marketed in 37 countries. In 2011, the company decided to implement a sales subsidiary in Germany to strengthen its presence in international markets. In this process, the company was accompanied by a promotion agency which helps companies from the Rhône-Alpes region to expand into foreign markets. The authors of this article explain the role played by the agency in the establishment of the foreign subsidiary and the influence of a successful accompaniment experience on the internationalization process.