The paper aims to explore the internationalisation decision-making of small- and medium-sized enterprise (SME) owner/managers. Specifically, structural alignment theory (SAT) and regulatory focus theory (RFT) are utilised to examine the concept of opportunity recognition in the context of internationalisation choices.
This paper is conceptual in nature, and an integrative cognitive model of internationalisation choice decisions is developed based on SAT and RFT, underpinned by a critical review of the international entrepreneurship (IE) literature.
Scenarios are identified in which the structure of available information may affect the decision-evaluation process in terms of cognitive resource requirements. Further, the SME owner/manager’s motivational goal orientation is suggested to moderate the role of the information structure in line with IE literature. A conceptual model and propositions are presented.
The conceptual model and the propositions arising from the discussion in this paper offer new directions of research to explore SME internationalisation.
This paper offers a cognitive perspective of SME internationalisation. This paper offers insights for policymakers, SME owner/managers, practitioners and researchers alike. For internationalisation decisions, this paper highlights the potential impact of the structure of information that is made available to SME owner/managers by industry or policy bodies; further, the moderating influence of motivational goal orientation may inform policy on how information should be presented to SME owner/managers to aid their decision-making.
The author team would like to thank both guest editors and the two anonymous reviewers for their continuous support and guidance throughout the review process. The author team would also like to thank 2014 IMRA-Kean Conference participants for their feedback on the earlier version of the paper.
Peschken, T., Shukla, P., Lennon, J. and Rate, S. (2016), "The role of information alignment and entrepreneurial traits on SME internationalization: A conceptual framework", Management Research Review, Vol. 39 No. 2, pp. 196-214. https://doi.org/10.1108/MRR-11-2015-0271Download as .RIS
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