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The purpose of this paper is to explain how two task characteristics and two individual differences influence which heuristics individuals use, and as a results explain their decision performance when choosing performance measures (PMs) for incentive compensation.

In total, 76 MS accounting students volunteered to participate in an experiment. A between-subjects experimental design was used to test the hypotheses.

The experimental evidence suggests that individuals, while using high-complexity heuristics, can choose an incorrect PM when PM attribute conflict is present and the difference between PM attribute differences is small. Individuals with high goal commitment are more likely to make the correct choice than individuals with low goal commitment, because they focus more on the PMs’ goal congruence than on the PMs’ noise when making tradeoffs between the conflicting PMs’ attributes.

The social context can stimulate individuals’ empathic concern and/or goal commitment and thus explain individuals’ performance when PM attribute conflict is present and the difference between PM attribute differences is small.

The results of this study are important to those responsible for designing incentive systems give greater importance to considering not just congruency attributes in PM but precision attributes as well.

This paper develops predictions and provides experimental evidence on two task characteristics that influence individuals’ use of heuristics when choosing PMs for incentive compensation. In addition, it provides evidence that individual differences can affect individuals’ PM choice performance when tradeoffs between PMs’ congruity and precision are required.

Although much has been studied about the characteristics of born‐global firms in developed countries, studies about developing economies are far and few between and most tend to be exploratory. The paper aims to discuss these issues.

This paper studies how Chilean born‐global firms behave and examine five distinct factors as compared to enterprises that gradually internationalize. A logistic regression model was applied to a sample of 115 small‐ and mid‐sized enterprises (SMEs) that presented a growing and non‐occasional internationalization to study the change in the probability that a young Chilean exporter will be classified as born‐global.

The results show that a foreign capital network, an economic development agencies (EDAs) network, the cultural distance from the countries receiving the exports, the localization of the SME in the capital city, and the company's size are factors that significantly increase the probability that a young Chilean exporter will be classified as born‐global. In contrast with the high technology content of the born‐global companies that has been reported in developed countries, the technology level was not relevant in how quickly the Chilean SMEs internationalized.

New public policy proposals may be inferred from the results of this paper. For example, the EDAs may increase their effort in promoting internationalization, particularly in geographical regions by taking into account the characteristics of each city and its entrepreneurs. This could help diminish the positive effect of location (i.e. perverse effect of centralization) presented in this study.

Si bien se ha estudiado bastante sobre las características de las empresas globalizadas desde que empiezan (born globals, o BG) en países desarrollados, para las economías en desarrollo son muy pocos los trabajos existentes, teniendo la mayoría un carácter exploratorio.

Este trabajo estudia el comportamiento de empresas que desde el principio nacen globalizadas (BG) en Chile y examina cinco factores distintivos con respecto a las empresas de internacionalización gradual. Se utiliza un modelo de regresión logística sobre 115 PYMES que presentan una creciente y no ocasional internalización para estudiar el cambio en la probabilidad de que una joven empresa Chilena exportadora sea clasificada como BG.

Los resultados indican que las redes con capitales internacionales, las redes con Agencias de Desarrollo Económico (ADE), la distancia cultural de los países receptores de la exportaciones, la ubicación de las PYMES en la ciudad capital, y el tamaño de la empresa son factores que significativamente aumentan la probabilidad de que joven empresa Chilena exportadora sea clasificada como que nació globalizada (BG). Contrario al alto contenido tecnológico de las empresas BG que ha sido documentado en países desarrollados, el nivel tecnológico no es un factor relevante para explicar la rapidez con que una PYME chilena se internacionaliza.

Las ADE Chilenas podrían aumentar su esfuerzo para promocionar la internacionalización, particularmente en regiones geográficas, tomando en cuenta las características de cada ciudad y sus emprendedores. Esto podría ayudar a disminuir el efecto positivo de la ubicación (efecto perverso de la centralización) presentado en este estudio.

A partir de los resultados de este trabajo podrían elaborarse nuevas propuestas de política pública.