Clusters, Industrial Districts and Firms: the Challenge of Globalization. Conference in honour of Professor Sebastiano Brusco Modena, Italy. September 12-12, 2003 THE INTERNATIONAL OPENING OF SMALL DISTRICT FIRMS. FLEXIBILITY VS. CONSOLIDATION IN CHANNEL RELATIONS Cosetta Pepe Dipartimento di Studi sull’Impresa, Università di Roma “Tor Vergata” Via di Tor Vergata s.n., 00173 Roma Tel. 06.72595821 – Fax 06.72595804 Cosetta.Pepe@UniRoma2.it Fabio Musso Istituto di Studi Aziendali, Università degli Studi di Urbino “Carlo Bo” Via Saffi, 42 – 61029 Urbino (PU) Tel. 0722.305.509 - Fax: 0722.305.541 musso@econ.uniurb.it 30 June 2003 Abstract The following study is concerned with an Italian industrial district that has been studied for a period of 18 years. This has made possible the construction of a taxonomy based on dynamic profiles of exporting firms, whose characters have been examined in their main changing patterns. The results of the research attest the presence of definite district economies along the distribution channels, that allow the enterprises to increase their competitiveness on a flexibility base, in spite of efficiency. The study tries to understand how much this condition, that prevents a radication in market relations, could remain an internationalization alternative model and a complementary behavior compared with those characterized by a stabler presence in the foreign countries and not only limited to trade activities. Keywords: Internationalization, district firms, channel relations JEL – codes: F230, M190, M310.