Title

The inception of internationalization of small and medium enterprises : the role of activeness and networks

Document Type

Journal article

Source Publication

Journal of Business Research

Publication Date

6-2014

Volume

67

Issue

6

First Page

1081

Last Page

1089

Publisher

Elsevier Inc.

Keywords

International entrepreneurship, Export inception, Opportunity discovery, Foreign market entry, Proactiveness, Networks, China, Textiles, Entrepreneurial firms, SMEs

Abstract

This study analyzes how exporters begin their internationalization leveraging information collected through interviews with 109 Chinese textile manufacturers. It examines whether firms that found their first international clients through a “proactive” search are likely to export faster, more intensively, and to a larger number of markets. The findings illustrate that the proactiveness of the search for the first client in a foreign market is an important predictor of the intensity and geographic scope of the firm's internationalization path but not of its speed. They support the view of internationalization as an actively pursued entrepreneurial process, which may also be affected by serendipitous events. This study provides new evidence on the first international business discovery of Chinese exporters, contributing to the literature on international entrepreneurship, international new ventures and the network approach to internationalization.

DOI

10.1016/j.jbusres.2013.06.002

Print ISSN

01482963

E-ISSN

18737978

Publisher Statement

Copyright © 2013 Elsevier Inc. All rights reserved.

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Full-text Version

Publisher’s Version

Recommended Citation

Ciravegna, L., Majano, S. B., & Zhan, G. (2014). The inception of internationalization of small and medium enterprises: The role of activeness and networks. Journal of Business Research, 67(6), 1081-1089. doi: 10.1016/j.jbusres.2013.06.002