TY  - JOUR
AB  - Purpose– The purpose of this the paper is to review the motives for internationalization to clarify previous arguments and provide a theory-driven classification. Design/methodology/approach– The authors build on behavioral economics and propose a classification of internationalization motives as the result of the interaction among two dimensions, an economics-driven exploitation of existing resources or exploration of new resources, and a psychology-driven search for better host country conditions or avoidance of poor home country conditions. Findings– These two dimensions result in four internationalization motives: sell more, in which the company exploits existing resources at home and obtains better host country conditions; buy better, in which the company exploits existing resources abroad and avoids poor home country conditions; upgrade, in which the company explores for new resources, and it obtains better host country conditions; and escape, in which the company explores for new resources and avoids poor home country conditions. Originality/value– This theory-driven classification provides predictive power for future analyses of internationalization motives.
VL  - 23
IS  - 1
SN  - 1525-383X
DO  - 10.1108/MBR-02-2015-0009
UR  - https://doi.org/10.1108/MBR-02-2015-0009
AU  - Cuervo-Cazurra Alvaro
AU  - Narula Rajneesh
AU  - Un C. Annique
ED  - Prof. Alvaro Cuervo-Cazzura
PY  - 2015
Y1  - 2015/01/01
TI  - Internationalization motives: sell more, buy better, upgrade and escape
T2  - The Multinational Business Review
PB  - Emerald Group Publishing Limited
SP  - 25
EP  - 35
Y2  - 2024/04/25
ER  -