Internationalization and Trust From the Perspective of Mexican Entrepreneurs: Policy Implications for Small- and Medium-Sized Enterprises in Developing Countries

Abstract

This article examines the associations between trust—institutional and personal—and entrepreneurial internationalization by surveying to collect data from entrepreneurs (owners or chief executive officers). The survey involved a representative sample of 103 respondents who are members of the Employers Confederation of the Mexican Republic (Coparmex), Jalisco delegation. The survey process facilitated a comprehensive diagnosis, identifying trust levels among domestic and internationalized entrepreneurs. Based on t-tests for mean comparisons, correlation, and regression analyses, the trust levels reported by entrepreneurs do not differentiate between those with exported sales and those with only local businesses. It suggests, all else being equal, that the trust of foreign partners should explain the possibilities for the internationalization of Mexican entrepreneurs. These findings have policy implications to support international networking and transparency by providing training in global business practices based on building trust with foreign partners and strengthening diplomatic relations and access to market information.