TY - JOUR
T1 - The process of the process of internationalisation
T2 - cognitive and behavioural perspectives in small ventures
AU - Vlačić, Božidar
AU - González-Loureiro, Miguel
AU - Eduardsen, Jonas
N1 - Publisher Copyright:
Copyright © 2023 Inderscience Enterprises Ltd.
PY - 2023
Y1 - 2023
N2 - This paper investigates the internationalisation decision-making process from the perspective of the decision maker’s cognition. The aim is to advance the theoretical arguments that help explain the heterogeneous patterns of internationalisation for smaller ventures. Our framework includes the four-stage psychological process of decision-making: perception, options, evaluation and choice under the interactive effect of two-cognitive systems, namely experiential (Sys-1) and analytical (Sys-2). Based on interviews with six owners operating small ventures in high-tech industries, we found that accelerated patterns of internationalisation can be associated with increased levels of decision-makers experiential reasoning combined with lower levels of analytical reasoning interventions through the entire decision-making process of internationalising. Conversely, incremental and slower patterns of internationalisation can be associated with increased levels of analytical reasoning and lower levels of experiential interventions. Overall, we supplement the extant approaches to internationalisation with the Dual Process Theory of how individuals process information to make decisions.
AB - This paper investigates the internationalisation decision-making process from the perspective of the decision maker’s cognition. The aim is to advance the theoretical arguments that help explain the heterogeneous patterns of internationalisation for smaller ventures. Our framework includes the four-stage psychological process of decision-making: perception, options, evaluation and choice under the interactive effect of two-cognitive systems, namely experiential (Sys-1) and analytical (Sys-2). Based on interviews with six owners operating small ventures in high-tech industries, we found that accelerated patterns of internationalisation can be associated with increased levels of decision-makers experiential reasoning combined with lower levels of analytical reasoning interventions through the entire decision-making process of internationalising. Conversely, incremental and slower patterns of internationalisation can be associated with increased levels of analytical reasoning and lower levels of experiential interventions. Overall, we supplement the extant approaches to internationalisation with the Dual Process Theory of how individuals process information to make decisions.
KW - Dual Process Theory
KW - INV
KW - Uppsala model
KW - Analytical reasoning
KW - Decision-making
KW - Earliness
KW - Experiential reasoning
KW - Internationalisation process
KW - Managerial cognition
KW - Speed of internationalisation
UR - http://www.scopus.com/inward/record.url?scp=85106312319&partnerID=8YFLogxK
U2 - 10.1504/EJIM.2020.10027574
DO - 10.1504/EJIM.2020.10027574
M3 - Article
SN - 1751-6757
VL - 19
SP - 307
EP - 337
JO - European Journal of International Management
JF - European Journal of International Management
IS - 3
ER -