IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v68y2015i11p2358-2365.html
   My bibliography  Save this article

Initiating exporting: The role of managerial motivation in small to medium enterprises

Author

Listed:
  • Wood, Andy
  • Logar, Cyril M.
  • Riley, William B.

Abstract

The initiation and continuation of exporting activities of small to medium businesses continue to lag expectations. Assistance in the form of subsidies and financial resources does not seem to spur the initiation of exporting. Using observations of the exporting activities of small to medium companies as the dependent variable, this research examines managerial motivations behind initiating exporting activities. Using the theoretical lens of expectancy theory, this research examines and tests several antecedents to initiation of exporting in a structural equation model. Outcomes suggest that expectancy and valence influence the initiation of exporting. International market orientation, resource availability, and affinity to internationalization all influence the components of motivation.

Suggested Citation

  • Wood, Andy & Logar, Cyril M. & Riley, William B., 2015. "Initiating exporting: The role of managerial motivation in small to medium enterprises," Journal of Business Research, Elsevier, vol. 68(11), pages 2358-2365.
    • Handle: RePEc:eee:jbrese:v:68:y:2015:i:11:p:2358-2365
    DOI: 10.1016/j.jbusres.2015.03.043
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296315001617
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2015.03.043?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Finn Wiedersheim-Paul & Hans C Olson & Lawrence S Welch, 1978. "Pre-Export Activity: The First step in Internationalization," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 9(1), pages 47-58, March.
    2. S Tamer Cavusgil & Warren J Bilkey & George Tesar, 1979. "A Note on the Export Behavior of Firms: Exporter Profiles," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 10(1), pages 91-104, March.
    3. Zahra, Shaker A. & Korri, Juha Santeri & Yu, JiFeng, 2005. "Cognition and international entrepreneurship: implications for research on international opportunity recognition and exploitation," International Business Review, Elsevier, vol. 14(2), pages 129-146, April.
    4. Sun, Shuhua & Vancouver, Jeffrey B. & Weinhardt, Justin M., 2014. "Goal choices and planning: Distinct expectancy and value effects in two goal processes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 220-233.
    5. Jan Johanson & Jan-Erik Vahlne, 1977. "The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 8(1), pages 23-32, March.
    6. Coltman, Tim & Devinney, Timothy M. & Midgley, David F. & Venaik, Sunil, 2008. "Formative versus reflective measurement models: Two applications of formative measurement," Journal of Business Research, Elsevier, vol. 61(12), pages 1250-1262, December.
    7. Mitchell P. Koza & Arie Y. Lewin, 1998. "The Co-Evolution of Strategic Alliances," Organization Science, INFORMS, vol. 9(3), pages 255-264, June.
    8. Tan, Alvin & Brewer, Paul & Liesch, Peter W., 2007. "Before the first export decision: Internationalisation readiness in the pre-export phase," International Business Review, Elsevier, vol. 16(3), pages 294-309, June.
    9. Leonidou, Leonidas C., 1995. "Export stimulation research: Review, evaluation and integration," International Business Review, Elsevier, vol. 4(2), pages 133-156, June.
    10. Jatinder S. Sidhu & Harry R. Commandeur & Henk W. Volberda, 2007. "The Multifaceted Nature of Exploration and Exploitation: Value of Supply, Demand, and Spatial Search for Innovation," Organization Science, INFORMS, vol. 18(1), pages 20-38, February.
    11. Ciravegna, Luciano & Majano, Sara B. & Zhan, Ge, 2014. "The inception of internationalization of small and medium enterprises: The role of activeness and networks," Journal of Business Research, Elsevier, vol. 67(6), pages 1081-1089.
    12. Stan D Reid, 1981. "The Decision-Maker and Export Entry and Expansion," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 12(2), pages 101-112, June.
    13. Morgan, Robert E. & Katsikeas, Constantine S., 1997. "Export stimuli: Export intention compared with export activity," International Business Review, Elsevier, vol. 6(5), pages 477-499, October.
    14. Acedo, Francisco J. & Jones, Marian V., 2007. "Speed of internationalization and entrepreneurial cognition: Insights and a comparison between international new ventures, exporters and domestic firms," Journal of World Business, Elsevier, vol. 42(3), pages 236-252, September.
    15. Alessandri, Todd M. & Pattit, Jason M., 2014. "Drivers of R&D investment: The interaction of behavioral theory and managerial incentives," Journal of Business Research, Elsevier, vol. 67(2), pages 151-158.
    16. Erwin Dichtl & Hans-Georg Koeglmayr & Stefan Mueller, 1990. "International Orientation as a Precondition for Export Success," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 21(1), pages 23-40, March.
    17. Benjamin M Oviatt & Patricia Phillips McDougall, 1994. "Toward a Theory of International New ventures," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 25(1), pages 45-64, March.
    18. Behling, Orlando & Dillard, Jesse F. & Gifford, William E., 1979. "Tests of expectancy theory predictions of effort: A simulation study comparing simple and complex models," Journal of Business Research, Elsevier, vol. 7(4), pages 331-347, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Manolopoulos, Dimitris & Chatzopoulou, Erifili & Kottaridi, Constantina, 2018. "Resources, home institutional context and SMEs’ exporting: Direct relationships and contingency effects," International Business Review, Elsevier, vol. 27(5), pages 993-1006.
    2. Paul, Justin & Parthasarathy, Sundar & Gupta, Parul, 2017. "Exporting challenges of SMEs: A review and future research agenda," Journal of World Business, Elsevier, vol. 52(3), pages 327-342.
    3. Haddoud, Mohamed Yacine & Onjewu, Adah-Kole Emmanuel & Nowiński, Witold & Jones, Paul, 2021. "The determinants of SMEs’ export entry: A systematic review of the literature," Journal of Business Research, Elsevier, vol. 125(C), pages 262-278.
    4. Bianchi, Constanza & Wickramasekera, Rumintha, 2016. "Antecedents of SME export intensity in a Latin American Market," Journal of Business Research, Elsevier, vol. 69(10), pages 4368-4376.
    5. Hua Song & Yudong Yang & Zheng Tao, 2020. "How different types of financial service providers support small- and medium- enterprises under the impact of COVID-19 pandemic: from the perspective of expectancy theory," Frontiers of Business Research in China, Springer, vol. 14(1), pages 1-27, December.
    6. Yen E. Lam-González & Chaitanya Suárez-Rojas & Carmelo J. León, 2019. "Factors Constraining International Growth in Nautical Tourism Firms," Sustainability, MDPI, vol. 11(23), pages 1-19, December.
    7. Paul, Justin, 2020. "SCOPE framework for SMEs: A new theoretical lens for success and internationalization," European Management Journal, Elsevier, vol. 38(2), pages 219-230.
    8. Chowdhury, Soumyadeb & Dey, Prasanta Kumar & Rodríguez-Espíndola, Oscar & Parkes, Geoff & Tuyet, Nguyen Thi Anh & Long, Dang Duc & Ha, Tran Phuong, 2022. "Impact of Organisational Factors on the Circular Economy Practices and Sustainable Performance of Small and Medium-sized Enterprises in Vietnam," Journal of Business Research, Elsevier, vol. 147(C), pages 362-378.
    9. Josée St-Pierre & Annie Royer & Crispin Enagogo & Jean Pierre Dany Menguele, 2024. "Autonomie financière et activités d’exportation des PME du secteur bioalimentaire : Planifier adéquatement les dépenses à engager," CIRANO Project Reports 2024rp-16, CIRANO.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Daniela Bolzani & Cristina Boari, 2018. "Evaluations of export feasibility by immigrant and non-immigrant entrepreneurs in new technology-based firms," Journal of International Entrepreneurship, Springer, vol. 16(2), pages 176-209, June.
    2. Ciravegna, L. & Kundu, S.K. & Kuivalainen, O. & Lopez, L.E., 2019. "The timing of internationalization – Drivers and outcomes," Journal of Business Research, Elsevier, vol. 105(C), pages 322-332.
    3. Meschi, Pierre-Xavier & Ricard, Antonin & Tapia Moore, Ernesto, 2017. "Fast and Furious or Slow and Cautious? The Joint Impact of Age at Internationalization, Speed, and Risk Diversity on the Survival of Exporting Firms," Journal of International Management, Elsevier, vol. 23(3), pages 279-291.
    4. Tan, Alvin & Brewer, Paul & Liesch, Peter W., 2007. "Before the first export decision: Internationalisation readiness in the pre-export phase," International Business Review, Elsevier, vol. 16(3), pages 294-309, June.
    5. Cheng, Hsiang-Lin & Yu, Chow-Ming Joseph, 2008. "Institutional pressures and initiation of internationalization: Evidence from Taiwanese small- and medium-sized enterprises," International Business Review, Elsevier, vol. 17(3), pages 331-348, June.
    6. Tan, Alvin & Brewer, Paul & Liesch, Peter, 2018. "Rigidity in SME export commencement decisions," International Business Review, Elsevier, vol. 27(1), pages 46-55.
    7. Abu Ayob & Shamshubaridah Ramlee & Aisyah Abdul Rahman, 2015. "Financial factors and export behavior of small and medium-sized enterprises in an emerging economy," Journal of International Entrepreneurship, Springer, vol. 13(1), pages 49-66, March.
    8. Stephan Gerschewski & Joanna Scott‐Kennel & Elizabeth L. Rose, 2020. "Ready to export? The role of export readiness for superior export performance of small and medium‐sized enterprises," The World Economy, Wiley Blackwell, vol. 43(5), pages 1253-1276, May.
    9. Haddoud, Mohamed Yacine & Onjewu, Adah-Kole Emmanuel & Nowiński, Witold & Jones, Paul, 2021. "The determinants of SMEs’ export entry: A systematic review of the literature," Journal of Business Research, Elsevier, vol. 125(C), pages 262-278.
    10. Acedo, Francisco J. & Jones, Marian V., 2007. "Speed of internationalization and entrepreneurial cognition: Insights and a comparison between international new ventures, exporters and domestic firms," Journal of World Business, Elsevier, vol. 42(3), pages 236-252, September.
    11. Daniel R Clark & Dan Li & Dean A Shepherd, 2018. "Country familiarity in the initial stage of foreign market selection," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 49(4), pages 442-472, May.
    12. Leonidou, Leonidas C. & Theodosiou, Marios, 2004. "The export marketing information system: an integration of the extant knowledge," Journal of World Business, Elsevier, vol. 39(1), pages 12-36, February.
    13. Glavas, Charmaine & Mathews, Shane, 2014. "How international entrepreneurship characteristics influence Internet capabilities for the international business processes of the firm," International Business Review, Elsevier, vol. 23(1), pages 228-245.
    14. Perks, Keith J. & Hughes, Mathew, 2008. "Entrepreneurial decision-making in internationalization: Propositions from mid-size firms," International Business Review, Elsevier, vol. 17(3), pages 310-330, June.
    15. Hashai, Niron & Zahra, Shaker A., 2022. "A double-edged sword? Founder Teams' Prior International Experience and INV International Scale-up," Journal of World Business, Elsevier, vol. 57(2).
    16. Freixanet, Joan & Renart, Gemma, 2020. "A capabilities perspective on the joint effects of internationalization time, speed, geographic scope and managers’ competencies on SME survival," Journal of World Business, Elsevier, vol. 55(6).
    17. Michailova, Snejina & Wilson, Heather I.M., 2008. "Small firm internationalization through experiential learning: The moderating role of socialization tactics," Journal of World Business, Elsevier, vol. 43(2), pages 243-254, March.
    18. Gripsrud, Geir & Hunneman, Auke & Solberg, Carl Arthur, 2023. "Speed of internationalization of new ventures and survival in export markets," International Business Review, Elsevier, vol. 32(4).
    19. Hurmerinta, Leila & Nummela, Niina & Paavilainen-Mäntymäki, Eriikka, 2015. "Opening and closing doors: The role of language in international opportunity recognition and exploitation," International Business Review, Elsevier, vol. 24(6), pages 1082-1094.
    20. Ayob, Abu H. & Freixanet, Joan, 2014. "Insights into public export promotion programs in an emerging economy: The case of Malaysian SMEs," Evaluation and Program Planning, Elsevier, vol. 46(C), pages 38-46.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:68:y:2015:i:11:p:2358-2365. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.