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Non-linear internationalization and the Uppsala model – On the importance of individuals

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  • Schweizer, Roger
  • Vahlne, Jan-Erik

Abstract

In this conceptual paper, we add to the discourse on the Uppsala model’s (in)ability to explain a firm’s internationalization through non-linear dynamics and discontinuities by highlighting individuals’ behaviors. We include (more) realistic assumptions about cognitive, emotional, and social triggers as well as biases that affect managers’ decision-making. Distinguishing between the process and outcome of resource commitment decisions, we conclude that, though discontinuous internationalization processes are rare, disruptive outcomes can occur through incremental commitment processes.

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  • Schweizer, Roger & Vahlne, Jan-Erik, 2022. "Non-linear internationalization and the Uppsala model – On the importance of individuals," Journal of Business Research, Elsevier, vol. 140(C), pages 583-592.
    • Handle: RePEc:eee:jbrese:v:140:y:2022:i:c:p:583-592
    DOI: 10.1016/j.jbusres.2021.11.025
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