Decision-maker characteristics and international decisions for SMEs

Abstract

Purpose: This paper explores how characteristics of decision-makers influence internationalization strategies within small and medium-sized enterprises (SMEs), with a particular focus on the strategic decision-making process (SDMP).\ud Design/methodology/approach: This work is based on a sample of 165 decision-makers of SMEs, using hierarchical multiple regression to examine the relationship between the dimensions studied.\ud Findings: The results of a regression analysis suggest that decision-makers tend to follow a more rational SDMP depending on their education level and risk attitude, and the firm’s past international performance. At the same time, the political behaviour of the decision-maker emerges as a character associated with their risk attitude and need for achievement, and it is negatively influenced by age.\ud Originality/value: This research contributes to the growing literature on SMEs, combining the field of analysis of SDMP with that of international strategy. Moreover, unlike previous studies, which have focused on the top management team, managers, CEOs, or entrepreneurs, this study analyses the characteristics and behaviour of decision-makers.\ud Keywords: international strategic decision, small and medium-sized enterprises, SME, strategic decision-making process, internationalization, decision-maker, rationality, political behaviour\ud Paper type: Research pape

The empirical link between export dispersion and export performance: A contingency-based approach

“…Papadakis & Barwise, 2002;Papadakis, Lioukas, & Chambers, 1998). In this context, hierarchical decentralization, lateral communication, and political behavior are critical dimensions of the decision-making process in international firms (Dimitratos, Petrou, Plakoyiannaki, & Johnson, 2011;Francioni, Musso, & Cioppi, 2015). Hierarchical decentralization concerns the degree of dissemination of power within the organization in the process of decision-making.…”

“…Lateral communication is the involvement level of all major business units in the decision-making process (Papadakis, Lioukas, & Chambers, 1998). Finally, political behavior is the influence of both internal actors and external parties on the decision-making process (Elbanna & Younies, 2008;Francioni, Musso, & Cioppi, 2015). Issues concerning the strategic decision-making process have been covered by previous export performance investigations.…”

“…Importantly, as explained above export dispersion constitutes a manifestation of crucial dimensions of decision-making in international firms, namely hierarchical decentralization, lateral communication, and political behavior (c.f. Dimitratos et al, 2011;Francioni et al, 2015;Papadakis et al, 1998). …”

O Impacto Das Características Dos Gestores Sobre a Exportação De Pequenas E Médias Empresas

“…Segundo Francioni, Musso e Cioppi (2015) o número de pequenas e médias empresas envolvidas com atividades internacionais vem crescendo continuamente no mundo, fazendo aumentar o interesse da comunidade acadêmica no fenômeno da internacionalização deste tipo de empresa. Entretanto, a pequena e a média empresa ainda são caracterizadas por elevado nível de falhas em relação ao contexto internacional, implicando desempenho insatisfatório devido à inadequação da estratégia e tomada de decisão internacional (JOCUMSEN, 2004;FRANCIONI;MUSSO;CIOPPI, 2015).…”

“…Child e Hsieh (2014) e Francioni et al (2015) enfatizam que os decisores de PMEs desempenham um papel significativo, e que suas características podem influenciar as suas decisões estratégicas, incluindo o contexto internacional. No entanto, a literatura e as pesquisas sobre negócios internacionais realizadas até o momento tenderam a negligenciar a relevância deste tópico.…”