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The Performance of Decision-Making Strategies in SME Internationalization: The Role of Host Market's Institutional Development
Dalarna University, School of Culture and Society, Business Administration and Management. Uppsala Univ, Dept Business Studies, Uppsala, Sweden.
Dalarna University, School of Culture and Society, Business Administration and Management. Dalarna University, School of Information and Engineering, Microdata Analysis. Fdn Getulio Vargas, Ctr Int Business Studies, Sao Paulo, Brazil.
2024 (English)In: MIR: Management International Review, ISSN 0938-8249, E-ISSN 1861-8901, Vol. 64, p. 303-335Article in journal (Refereed) Published
Sustainable development
SDG 17: Partnerships for the goals
Abstract [en]

The possibility that small and medium-sized enterprises (SMEs) mix and match prediction and non-prediction while making decisions during internationalization remains a highly unaddressed scenario. The rare studies considering it do not go beyond domestic effects when contextualizing the decisions that guide SMEs' foreign expansion. This study links SMEs' decision-making strategies to performance and suggests that such a relationship is moderated by the host market's institutional development and the associated institutional voids. The analysis combines primary survey data from 851 SMEs in Brazil, China, Italy, Poland, and Sweden with secondary data retrieved from the World Bank. Besides supporting both independent and synergistic performance effects of predictive and non-predictive strategies, the results indicate that foreign market institutions affect these effects differently and suggest firm size effects worth consideration. Contributions include the expansion of the debate on the relationship between prediction and non-prediction beyond the either-or reasoning that prevails in existing research and the contextualization of SMEs' decision-making strategies in terms of the institutional dynamics that SMEs encounter abroad.

Place, publisher, year, edition, pages
Springer Berlin/Heidelberg, 2024. Vol. 64, p. 303-335
Keywords [en]
SME internationalization, Decision-making strategies, International market performance, Foreign market institutions, Institutional voids
National Category
Business Administration
Identifiers
URN: urn:nbn:se:du-48411DOI: 10.1007/s11575-024-00534-8ISI: 001196371800003Scopus ID: 2-s2.0-85189357806OAI: oai:DiVA.org:du-48411DiVA, id: diva2:1856221
Available from: 2024-05-06 Created: 2024-05-06 Last updated: 2025-10-29Bibliographically approved
In thesis
1. Decision-making strategies of internationalization under challenging times: Lessons from SMEs
Open this publication in new window or tab >>Decision-making strategies of internationalization under challenging times: Lessons from SMEs
2023 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

Small and medium-sized enterprises (SMEs) are increasingly important actors of the global market and are particularly exposed to be affected in a scenario marked by an ongoing process of deglobalization and impacts of the COVID-19 pandemic. Both of these phenomena potentialize the liabilities that firms experience abroad, namely foreignness and outsidership. Despite extant progress in understanding the challenging aspects of operating in international markets, there is not much knowledge about how firms’ decision logic frames their international behavior as these firms interact with the various liabilities of firm internationalization. In the same spirit of research that have leveraged the study of SMEs’ international trajectories to unveil new aspects of firm internationalization as a phenomenon, the general purpose of this thesis is: To explore what lessons from SME foreign market expansion can help to understand internationalization decision-making under challenging circumstances. Such a purpose makes room for research questions that call for the use of microdata to solve problems with broad implications for a population of firms. Empirically, this thesis builds on a quantitative research design based on survey data collected from 885 SMEs distributed in Brazil, China, Italy, Poland, and Sweden. Analyses of these data were performed with multiple regression equations, structural equation modelling using partial least squares, and multinomial logistic regression. Results help to understand how the liabilities of foreignness and outsidership can be associated with uncertainties that, together with the resources available to be used by the firms, can lead SMEs to adopt non-predictive strategies to operate abroad. In addition to that, they also indicate how elements of those liabilities can be perceived in dynamics that moderate outcomes of the strategies selected by the SMEs. Such findings provide a platform to extrapolate insights and propositions to advance the discussion of internationalization decision-making under modern challenges such as deglobalization and the COVID-19 pandemic. Theoretical implications of this thesis hold potential to touch the more general research on firm internationalization, whereas its practical implications may help in evolving the support tools available for assisting internationalization decision-making.

Place, publisher, year, edition, pages
Borlänge: Dalarna University, 2023
Series
Dalarna Doctoral Dissertations ; 23
Keywords
Institutions, business networks, uncertainty, international market performance, internationalization speed
National Category
Business Administration Computer and Information Sciences
Identifiers
urn:nbn:se:du-42881 (URN)978-91-88679-39-0 (ISBN)
Public defence
2023-01-17, an online seminar, 10:00 (English)
Opponent
Supervisors
Available from: 2022-12-16 Created: 2022-10-24 Last updated: 2025-10-29Bibliographically approved

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Johanson, MartinOliveira, Luis

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