This paper explores the impact of the decision-maker characteristics on strategic decision-making processes in internationalization of SMEs. An empirical research was conducted on a sample of 165 SMEs in the mechanical sector. Results of the regression analysis suggest that decision-maker personality characteristics (need for achievement and risk attitude) and the typology of decision-maker exert more influence on international SDMP than decision-maker competencies and socio-demographic characteristics. Moreover, the study permits to find that political behavior is the dimension that is more influenced by the characteristics of the decision-maker (femininity, need for achievement, age, ability to use network) and not by the contextual factors, contrary to other dimensions.

Decision-making process for SMEs internationalization. The influence of decision-makers characteristics

MUSSO, FABIO;FRANCIONI, BARBARA
2012-01-01

Abstract

This paper explores the impact of the decision-maker characteristics on strategic decision-making processes in internationalization of SMEs. An empirical research was conducted on a sample of 165 SMEs in the mechanical sector. Results of the regression analysis suggest that decision-maker personality characteristics (need for achievement and risk attitude) and the typology of decision-maker exert more influence on international SDMP than decision-maker competencies and socio-demographic characteristics. Moreover, the study permits to find that political behavior is the dimension that is more influenced by the characteristics of the decision-maker (femininity, need for achievement, age, ability to use network) and not by the contextual factors, contrary to other dimensions.
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11576/2534176
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