nach oben

Management International Review

Erschienen in:

05.07.2018 | Research Article

The Impact of Managers’ Global Orientation on SME Export and Economic Performance

verfasst von: Joan Freixanet, Gemma Renart, Alex Rialp-Criado

Erschienen in: Management International Review | Ausgabe 4/2018

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config

KI-gestützte Suche

Aus

Abstract

This study investigates the relationship between selected managers’ attitudinal and cognitive aspects, proxied through observable demographic variables, and small and medium-sized enterprises’ export and economic performance. We argue that a manager’s positive attitude, vision, and commitment towards international business reflected in his/her level of global orientation (MGO) will positively influence various dimensions of the firm’s performance. We contend further that this impact is consistent in the long term and differs according to firm size and industry. Based on a sample of 271 manufacturers between 2005 and 2014 (2710 observations), empirical findings provide overall support for our arguments, showing that MGO is positively related to firms’ export intensity, scope and speed. Accordingly, firms whose managers have a higher MGO perform a more rapid first-time foreign market entry, they export to more countries, and they sell a higher percentage of their total turnover abroad. The level of MGO is also associated with some export-marketing outcomes, namely the creation of a network of sales partners and export planning. Finally, a higher MGO is also related to increases in overall profitability, particularly for smaller firms and for the Manufacturing and wholesale industry. The paper concludes with a discussion about managerial and public policy implications.

Vorheriger Artikel A Meta-analysis of the International Experience–Ownership Strategy Relationship: A Dynamic Capabilities View

Nächster Artikel Hybrid State-Owned Enterprises and Internationalization: Evidence from Emerging Market Multinationals

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

über 102.000 Bücher
über 537 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Finance + Banking
Management + Führung
Marketing + Vertrieb
Maschinenbau + Werkstoffe
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Management International Review

MANAGEMENT INTERNATIONAL REVIEW is a double-blind refereed journal that aims at the advancement and dissemination of research in the fields of International Management.

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 340 Zeitschriften

aus folgenden Fachgebieten:

Bauwesen + Immobilien
Business IT + Informatik
Finance + Banking
Management + Führung
Marketing + Vertrieb
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

ACICSA (Anuari Català d’Indústria, Comerç, Serveis i Administració).

SABI includes complete information and financial data coming from official sources such as the stock exchange, press, and company registers, and therefore it has a high degree of reliability.

ICEX (España Exportación e Inversiones) is the main EPO in Spain.

http://ec.europa.eu/eurostat/statistics-explained/index.php/Glossary:Enterprise_size.

These analyses are available upon request to the authors.

The year-by-year results were not reported because of length limitations, but are available on demand.

The EU implemented different initiatives, specifically relating to language skills, with the implicit goal of enhancing MGO, but without continuity. An example is the ProMES program (Promoting Multilingualism in Exporting SMEs by Communication Auditing), which subsidized an expert who audited the SMEs’ language needs and established subsequent recommendations. Another example was an EU program that allowed a European manager to stay in Japan for one year, to improve his/her knowledge of the Japanese language and culture.

Acedo, F. J., & Jones, M. V. (2007). Speed of internationalization and entrepreneurial cognition: Insights and a comparison between international new ventures, exporters and domestic firms. Journal of World Business, 42(3), 236–252.

Andersen, O., & Rynning, M. R. (1994). Prediction of export intentions—managing with structural characteristics? Scandinavian Journal of Management, 10(1), 17–27.

Athanassiou, N., & Nigh, D. (2002). The impact of the top management team’s international business experience on the firm’s internationalization: Social networks at work. Management International Review, 40(2), 157–181.

Aw, B. Y., Roberts, M. J., & Winston, T. (2007). Export market participation, investments in R&D and worker training, and the evolution of firm productivity. The world economy, 30(1), 83–104.

Barham, K. (1987). Internationalization of business and the international manager. Management International Review, 50(5), 533–557.

Barney, J. B. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99–120.

Baron, R. A. (1998). Cognitive mechanisms in entrepreneurship: Why and when entrepreneurs think differently than other people. Journal of Business Venturing, 13(4), 275–294.

Bateman, T. S., & Crant, J. M. (1993). The proactive component of organizational behavior. Journal of Organizational Behaviour, 14(2), 103–118.

Beleska-Spasova, E., & Glaister, K. W. (2010). Geographic orientation and performance. Management International Review, 50(5), 533–557.

Boter, H., & Holmquist, C. (1996). Industry characteristics and internationalization processes in small firms. Journal of Business Venturing, 11(6), 471–487.

Brouthers, L. E., & Wilkinson, T. J. (2006). Trade promotion and SME export performance. International Business Review, 15(3), 233–252.

Calof, J., & Beamish, P. (1994). The right attitude for international success. Business Quarterly, 59(1), 105–110.

Cardinal, L. B., Miller, C. C., & Palich, L. E. (2011). Breaking the cycle of iteration: Forensic failures of international diversification and firm performance research. Global Strategy Journal, 1(1–2), 175–186.

Cateora, P. R. (1993). International marketing. Homewood, III: Irwin.

Caughey, M., & Chetty, S. (1993). Pre-export behaviour of small manufacturing firms in New Zealand. International Small Business Journal, 12(3), 62–68.

Cavusgil, S. T., & Knight, G. (2015). The Born Global Firm: An entrepreneurial and capabilities perspective on early and rapid internationalization. Journal of International Business Studies, 46(1), 3–16.

Cavusgil, S. T., & Naor, J. (1987). Firm and management characteristics as discriminators of export marketing activity. Journal of Business Research, 15(3), 221–235.

Cavusgil, S. T., & Nevin, J. R. (1981). Internal determinants of export marketing behavior: An empirical investigation. Journal of Marketing Research, 18(1), 114–119.

Chetty, S., & Campbell-Hunt, C. (2003). Paths to internationalisation among small-to medium-sized firms: A global versus regional approach. European Journal of Marketing, 37(5–6), 796–820.

Chetty, S. K., & Hamilton, R. T. (1993). Firm-level determinants of export performance: A meta-analysis. International Marketing Review, 10(3), 26–34.

Contractor, F. J., Kundu, S. K., & Hsu, C. C. (2003). A three-stage theory of international expansion: The link between multinationality and performance in the service sector. Journal of International Business Studies, 34, 5–18.

Coviello, N. E., & Jones, M. V. (2004). Methodological issues in international entrepreneurship research. Journal of Business Venturing, 19(4), 485–508.

Covin, J. G., & Miller, D. (2014). International entrepreneurial orientation: Conceptual considerations, research themes, measurement issues, and future research directions. Entrepreneurship Theory and Practice, 38(1), 11–44.

Covin, J. G., & Slevin, D. P. (1991). A conceptual model of entrepreneurship as firm behavior. Entrepreneurship Theory and Practice, 16(1), 7–25.

Crant, J. M. (2000). Proactive behavior in organizations. Journal of Management, 26(3), 435–462.

Crick, D., & Czinkota, M. R. (1995). Export assistance. Another look at whether we are supporting the best programmes. International Marketing Review, 12(3), 61–72.

Cyert, R. M., & March, J. G. (1963). A behavioral theory of the firm. Englewood Cliffs: Prentice Hall.

Daily, C. M., Certo, S. T., & Dalton, D. R. (2000). International experience in the executive suite: The path to prosperity? Strategic Management Journal, 21(4), 515–523.

De Clercq, D., Sapienza, H. J., Yavuz, R. I., & Zhou, L. (2012). Learning and knowledge in early internationalization research: Past accomplishments and future directions. Journal of Business Venturing, 27(1), 143–165.

Diamantopoulos, A., Schlegelmilch, B. B., & Tse, K. Y. (1993). Understanding the role of export marketing assistance: Empirical evidence and research needs. European Journal of Marketing, 27(4), 5–18.

Dib, L. A., Rocha, A., & Silva, J. F. (2010). The internationalization process of Brazilian software firms and the born global phenomenon: Examining firm, network, and entrepreneur variables. Journal of International Entrepreneurship, 8(3), 233–253.

Dichtl, E., Koeglmayr, H. G., & Mueller, S. (1990). International orientation as a precondition for export success. Journal of International Business Studies, 21(1), 23–41.

Fabozzi, F. J., Focardi, S. M., Rachev, S. T., & Arshanapalli, B. G. (2014). The basics of financial econometrics: Tools, concepts, and asset management applications. Hoboken: Wiley.

Filipescu, D., Prashantham, S., Rialp, A., & Rialp, J. (2013). Technological innovation and exports: Unpacking their reciprocal causality. Journal of International Marketing, 21(1), 23–38.

Fletcher, R. (2001). A holistic approach to internationalisation. International Business Review, 10(1), 25–49.

Francis, J., & Collins-Dodd, C. (2004). Impact of export promotion programs on firm competencies, strategies and performance—the case of Canadian high-tech SMEs. International Marketing Review, 4(5), 474–495.

Freeman, S., Hutchings, K., & Chetty, S. (2012). Born-globals and culturally proximate markets. Management International Review, 52(3), 425–460.

Freixanet, J. (2012). Export Promotion Programs: Their Impact on Companies’ Internationalization performance and Competitiveness. International Business Review, 21(6), 1065–1086.

Fuller, C. M., Simmering, M. J., Atinc, G., Atinc, Y., & Babin, B. J. (2016). Common methods variance detection in business research. Journal of Business Research, 69(8), 3192–3198.

Galbreath, J. (2005). Which resources matter the most to firm success? An exploratory study of resource-based theory. Technovation, 25(9), 979–987.

García, F., Avella, L., & Fernández, E. (2012). Learning from exporting: The moderating effect of technological capabilities. International Business Review, 21(6), 1099–1111.

Gençtürk, E. F., & Kotabe, M. (2001). The effect of export assistance program usage on export performance. Journal of International Marketing, 9(2), 51–72.

Gillespie, K., & Riddle, L. (2004). Export promotion organization emergence and development: Call to research. International Marketing Review, 21(4/5), 465–473.

Grant, R. (2016). Contemporary strategy analysis (9th ed.). New York: Wiley.

Gray, B. J. (1997). Profiling managers to improve export promotion targeting. Journal of Small Business Management, 28(2), 287–321.

Gupta, A. K., & Govindarajan, V. (2002). Cultivating a global mindset. Academy of Management Executive, 16(1), 116–126.

Golovko, E., & Valentini, G. (2014). Selective learning-by-exporting: Firm size and product versus process innovation. Global Strategy Journal, 4, 161–180.

Halikias, J., & Panayotopoulou, L. (2003). Chief executive personality and export involvement. Management Decision, 41(4), 340–349.

Hambrick, D. C., Cho, T. S., & Chen, M. J. (1996). The influence of top management team heterogeneity on firms’ competitive moves. Administrative Science Quarterly, 41(4), 659–684.

Hambrick, D. C., & Mason, P. A. (1984). Upper echelons: The organization as a reflection of its top managers. Academy of Management Review, 9(2), 193–206.

Harveston, P. D., Kedia, B. L., & Davis, P. S. (2000). Internationalization of born global and gradual globalizing firms: The impact of the manager. Advances in Competitiveness Research, 8(1), 92–99.

Harveston, P. D., Osborne, D., & Kedia, B. L. (2002). Examining the mental models of entrepreneurs from born global and gradual globalizing firms. Proceedings of the high technology small firms conference, University of Twente, Netherlands, pp. 333–346.

Hennart, J. F. (2011). A theoretical assessment of the empirical literature on the impact of multinationality on performance. Global Strategy Journal, 1(1–2), 135–151.

Hibbert, E. P. (1990). The management of international trade promotion. London: Routledge.

Hitt, M., Hoskisson, R., & Kim, H. (1997). International diversification: Effects on innovation and firm performance in product-diversified firms. Academy of Management Journal, 40(4), 767–798.

Huy, Q. N. (2002). Emotional balancing of organizational continuity and radical change: The contribution of middle managers. Administrative Science Quarterly, 47(1), 31–69.

Johanson, J., & Vahlne, J. (1977). The internationalization process of the firm—a model of knowledge development and increasing foreign market commitments. Journal of International Business Studies, 8(1), 23–32.

Johanson, J., & Vahlne, J.-E. (1990). The mechanism of internationalization. International Marketing Review, 7(4), 11–24.

Judge, W. Q., Jr., & Stahl, M. J. (1995). Middle-manager effort in strategy implementation: A multinational perspective. International Business Review, 4(1), 91–111.

Kafouros, M., Buckley, P., Sharp, J., & Wang, C. (2008). The role of internationalization in explaining innovation performance. Technovation, 28(1–2), 63–74.

Katsikeas, C., Leonidou, L., & Morgan, N. (2000). Firm-level export performance assessment: Review, evaluation and development. Journal of the Academy of Marketing Science, 28(4), 493–511.

Katsikeas, C., Morgan, N., Leonidou, L., & Hult, G. (2016). Assessing performance outcomes in marketing. Journal of Marketing, 80(2), 1–20.

Katsikeas, C., Piercy, N., & Ioannidis, C. (1996). Determinants of export performance in a European context. European Journal of Marketing, 30(6), 6–35.

Kirca, A., Hult, G. T., Roth, K., Cavusgil, S. T., Perryy, M., Akdeniz, M. B., et al. (2011). Firm-specific assets, multinationality, and financial performance: A meta-analysis review and theoretical integration. Academy of Management Journal, 54(1), 47–72.

Knight, G. A. (1997). Emerging paradigm for international marketing: The born global firm. Doctoral dissertation, East Lansing: Michigan State University.

Knight, G. A. (2001). Entrepreneurship and strategy in the international SME. Journal of International Management, 7(3), 155–172.

Koh, A. H. (1991). Relationships among organizational characteristics, marketing strategy and export performance. International Marketing Review, 8(3), 46–60.

Kotabe, M., & Czinkota, M. R. (1992). State government promotion of manufacturing exports: A gap analysis. Journal of International Business Studies, 23(4), 637–658.

Kotabe, M., Srinavasan, S., & Aulakh, P. (2002). Multinationality and firm performance: The moderating role of R&D and marketing capabilities. Journal of International Business Studies, 33(1), 79–97.

Kyvik, O., Saris, W., Bonet, E., & Felicio, J. A. (2013). The internationalization of small firms: The relationship between the global mindset and firms’ internationalization behavior. Journal of International Entrepreneurship, 11(2), 172–195.

Lautanen, T. (2000). Modelling small firms decisions to export. Evidence from manufacturing firms in Finland. Small Business Economics, 14(2), 107–124.

Leonidou, L. C., & Katsikeas, C. S. (2010). Integrative assessment of exporting research articles in business journals during the period 1960–2007. Journal of business research, 63(8), 879–887.

Leonidou, L. C., Katsikeas, C. S., & Samiee, S. (2002). Marketing strategy determinants of export performance: A meta-analysis. Journal of Business Research, 55(1), 51–67.

Levitt, T. (1983). The globalization of markets. Harvard Business Review, 61(3), 92–102.

Levy, O., Beechler, S., Taylor, S., & Boyacigiller, N. A. (2007). What we talk about when we talk about ‘global mindset’: Managerial cognition in multinational corporations. Journal of International Business Studies, 38(2), 231–258.

Li, P. Y. (2017). Top management team characteristics and firm internationalization: The moderating role of the size of middle managers. International Business Review, 27(1), 125–138.

Lovelock, C., & Gummesson, E. (2004). Whither services marketing? In search of a new paradigm and fresh perspectives. Journal of Service Research, 7(1), 1–57.

Madsen, T. K. (1998). Executive insights: Managerial judgement of export performance. Journal of International Marketing, 6(3), 82–93.

Manalova, T. S., Brush, C. G., Edelmal, L. F., & Greene, P. G. (2002). Internationalisation of small firms. International Small Business Journal, 20(1), 9–31.

March, J. G., & Simon, H. A. (1958). Organizations. New York: Wiley.

McDougall, P. P., Oviatt, B. M., & Shrader, R. C. (2003). A comparison of international and domestic new ventures. Journal of International Entrepreneurship, 1(1), 59–82.

Moen, Ø., & Servais, P. (2002). Born global or gradual global? Examining the export behavior of small and medium-sized enterprises. Journal of International Marketing, 10(3), 49–72.

Morgan, R. E., & Katsikeas, C. S. (1997). Export stimuli: Export intention compared with export activity. International Business Review, 6(5), 477–500.

Morgan, N. A., Slotegraaf, R. J., & Vorhies, D. W. (2009). Linking marketing capabilities with profit growth. International Journal of Research in Marketing, 26(4), 284–293.

Naor, J., & Punj, G. (1984). Structural equation modelling of export behavior. In 8th Conference of the Academy of Marketing Science.

Nemkova, E., Souchon, A. L., & Hughes, P. (2012). Export decision-making orientation: An exploratory study. International Marketing Review, 29(4), 349–378.

Nielsen, B. B., & Nielsen, S. (2011). The role of top management team international orientation in international strategic decision-making: The choice of foreign entry mode. Journal of World Business, 46(2), 185–193.

Nummela, N., Saarenketo, S., & Puumalainen, K. (2004). A global mindset: A pre-requisite for successful internationalization? Canadian Journal of Administrative Sciences, 21(1), 51–64.

Oviatt, B. M., & McDougall, P. P. (1994). Toward a theory of international new ventures. Journal of international business studies, 25(1), 45–64.

Pedersen, T., & Shaver, J. M. (2011). Internationalization revisited: The big step hypothesis. Global Strategy Journal, 1(3–4), 263–274.

Peng, M. W. (2001). The resource-based view and international business. Journal of management, 27(6), 803–829.

Perlmutter, H. (1969). The tortuous evolution of the multinational corporation. Colombia Journal of World Business, 4(1), 9–18.

Petersen, B., Pedersen, T., & Lyles, M. A. (2008). Closing gaps in foreign markets. Journal of International Business Studies, 39(7), 1097–1113.

Pinheiro, J. C., & Bates, D. (2000). Mixed-effects Models in S and S-Plus. New York: Springer.

Prashantham, S. (2005). Toward a knowledge-based conceptualisation of internationalisation. Journal of International Entrepreneurship, 3(1), 37–52.

Reuber, A. R., & Fischer, E. (1997). The influence of the management team’s international experience on the internationalization behaviors of SMEs. Journal of International Business Studies, 28(4), 807–825.

Salomon, R., & Jin, B. (2010). Do leading or lagging firms learn more from exporting? Strategic Management Journal, 31(10), 1088–1113.

Schmid, S., & Dauth, T. (2014). Does internationalization make a difference? Stock market reaction to announcements of international top executive appointments. Journal of World Business, 49(1), 63–77.

Seringhaus, F. H. R. (1986). The impact of government export marketing assistance. International Marketing Review, 3(2), 61–72.

Seringhaus, F. H. R., & Botschen, G. (1991). Cross-national comparison of export promotion services: The views of Canadian and Austrian companies. Journal of International Business Studies, 22(1), 115–134.

Simon, M., Houghton, S. M., & Aquino, K. (2000). Cognitive biases, risk perception, and venture formation: How individuals decide to start companies. Journal of Business Venturing, 15(2), 113–134.

Skarmeas, D., Katsikeas, C. S., & Schlegelmilch, B. B. (2002). Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: The importer’s perspective. Journal of International Business Studies, 33(4), 757–783.

Spence, M. (2003). Evaluating export promotion programmes: U.K. overseas trade missions and Export Performance. Small Business Economics, 20(1), 3–21.

Spence, M., Orser, B., & Riding, A. (2011). A comparative study of international and domestic new ventures. Management International Review, 51(1), 83–103.

Surroca, J., Tribó, J. A., & Waddock, S. (2010). Corporate responsibility and financial performance: The role of intangible resources. Strategic Management Journal, 31(5), 463–490.

Teulier, R., & Rouleau, L. (2013). Middle managers’ sensemaking and interorganizational change initiation: Translation spaces and editing practices. Journal of Change Management, 13(3), 308–337.

Tihanyi, L., Ellstrand, A. E., Daily, C. M., & Dalton, D. R. (2001). Composition of the top management team and firm international diversification. Journal of Management, 26(6), 1157–1177.

Townsend, P., & Cairns, L. (2003). Developing the global manager using a capability framework. Management Learning, 34(3), 313–327.

Williams, D. A. (2011). Modeling small locally-owned firms export behavior: The role of language. Academy of Entrepreneurship Journal, 17(2), 19–32.

Williams, J. E., & Chaston, W. I. (2004). Links between the linguistic ability and international experience of export managers and their export marketing intelligence behaviour. International Small Business Journal, 22(5), 463–486.

Wooldridge, J. M. (2010). Econometric analysis of cross section and panel data (2nd ed.). Cambridge: MIT Press.

Zhang, M., Tansuhaj, P., & McCullough, J. (2009). International entrepreneurial capability: The measurement and a comparison between born global firms and traditional exporters in China. Journal of International Entrepreneurship, 7(4), 292–322.

Titel: The Impact of Managers’ Global Orientation on SME Export and Economic Performance
verfasst von: Joan Freixanet
Gemma Renart
Alex Rialp-Criado
Publikationsdatum: 05.07.2018
Verlag: Springer Berlin Heidelberg
Erschienen in: Management International Review / Ausgabe 4/2018
Print ISSN: 0938-8249
Elektronische ISSN: 1861-8901
DOI: https://doi.org/10.1007/s11575-018-0358-y

Springer Professional

Abstract

Bitte loggen Sie sich ein, um Zugang zu Ihrer Lizenz zu erhalten.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Management International Review

Springer Professional "Wirtschaft"

Weitere Artikel der Ausgabe 4/2018

From Arbitrage to Global Innovation: Evolution of Multinational R&D in Emerging Markets

Hybrid State-Owned Enterprises and Internationalization: Evidence from Emerging Market Multinationals

The New MNE: ‘Orchestration’ Theory as Envelope of ‘Internalisation’ Theory

A Meta-analysis of the International Experience–Ownership Strategy Relationship: A Dynamic Capabilities View

Premium Partner