Understanding the pre-internationalization phase decision heuristic of Australian SMEs

Tan, Alvin, Brewer, Paul, & Liesch, Peter (2012) Understanding the pre-internationalization phase decision heuristic of Australian SMEs. In Feinberg, Susan & Kiyak, Tunga (Eds.) AIB 2012 Annual Meeting : Rethinking the Roles of Business, Government and NGOs in the Global Economy, 30 June-3 July 2012, Washington, DC, USA.

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Since the 1970s, the Uppsala stages model has been one of the dominant explanations of firm internationalization. The model's focus on internationalization as a firm's gradual and incremental process of increasing international involvement has attracted much debate, with one criticism being that it is unclear in explaining how the internationalization process first originates within a firm. In this paper, the Uppsala model is extended through the incorporation of a pre-internationalization phase to explore the antecedents of firm internationalization. Adopting the Uppsala model's theoretical underpinnings, this paper develops and operationalizes a pre-internationalization phase decision heuristic in the form of an ‘export readiness index'. Four constructs are proposed that drive and inhibit export commencement decision-making during a firm's preinternationalization phase: export stimuli, attitudinal/psychological commitment, resources and lateral rigidity. Through a survey of Australian exporting and non-exporting small-medium sized enterprises (SMEs), the Export Readiness Index (ERI) is developed through factor analysis and tested using logistic regression. Results of the study and their potential implications are discussed.

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ID Code: 68651
Item Type: Conference Item (Presentation)
Refereed: Yes
Additional URLs:
Keywords: firm internationalisation, pre-internationalisation, export readiness, export decision, lateral rigidity
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Current > Schools > School of Advertising, Marketing & Public Relations
Copyright Owner: Copyright 2012 Please consult the authors
Deposited On: 17 Mar 2014 22:48
Last Modified: 17 Mar 2014 22:49

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