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Review of Managerial Science

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30.06.2016 | Original Paper

Drivers of internationalization success: a conjoint choice experiment on German SME managers

verfasst von: Sascha Kraus, Christine Mitter, Felix Eggers, Philipp Stieg

Erschienen in: Review of Managerial Science | Ausgabe 3/2017

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Abstract

Internationalization is a common growth strategy for small and medium-sized enterprises (SMEs). However, SMEs face several challenges within the internationalization process. As SMEs are characterized by limited resources, managers are constantly involved in a decision-making process concerning the allocation of the SMEs’ resources. Therefore, internationalization can be understood as a complex, multidimensional decision process. Based on a set of 2244 internationalization decisions made by German SME managers, the present study examines how eight strategic and structural factors drive the perceived international success of SMEs. When applying conjoint choice analysis, the results suggest that especially equity financing in the internationalization process, an appropriate market selection as well as proactive motives, and a long-term scope can drive SMEs’ international success. Moreover, it becomes evident that strategic factors are more relevant for successful internationalization than structural factors.

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Titel: Drivers of internationalization success: a conjoint choice experiment on German SME managers
verfasst von: Sascha Kraus
Christine Mitter
Felix Eggers
Philipp Stieg
Publikationsdatum: 30.06.2016
Verlag: Springer Berlin Heidelberg
Erschienen in: Review of Managerial Science / Ausgabe 3/2017
Print ISSN: 1863-6683
Elektronische ISSN: 1863-6691
DOI: https://doi.org/10.1007/s11846-016-0201-4

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