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Family Businesses’ Openness to External Influence and International Sales: An Empirical Examination

(Chamu Sundaramurthy, Department of Management, College of Business Administration, San Diego State University, San Diego, CA)
(Michelle A. Dean, Department of Management, College of Business Administration, San Diego State University, San Diego, CA)

Multinational Business Review

ISSN: 1525-383X

Article publication date: 17 June 2008

Abstract

In today’s global environment, international expansion is of strategic importance to firms of varied sizes, including family firms. However, family firms often tend to be inwardly focused and averse to growth, possibly reducing their potential to benefit from international expansion. We examine the relationship between family firms’ openness to external influence and internationalization using archival survey data from 489 U.S. family businesses. Results suggested that external influence in terms of reduced number of family members on the board, the frequency of board meetings, and participation in university educational programs were all significantly related to its level of internationalization. Implications of these findings are discussed.

Keywords

Citation

(2008), "Family Businesses’ Openness to External Influence and International Sales: An Empirical Examination", Multinational Business Review, Vol. 16 No. 2, pp. 89-106. https://doi.org/10.1108/1525383X200800009

Publisher

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Emerald Group Publishing Limited

Copyright © 2008, Emerald Group Publishing Limited