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
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.I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
