Turning decision-making logic into international performance among SMEs: Revealing the importance of international entrepreneurial marketing

IF 6.1 1区管理学 Q1 BUSINESS

International Business Review Pub Date : 2025-05-13 DOI:10.1016/j.ibusrev.2025.102457

Man Yang , Peter Gabrielsson , Mika Gabrielsson , Seppo Pynnönen

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引用次数: 0

Abstract

The international business field lacks research on how decision-making logics lead to SMEs’ international performance and what mechanisms are involved. This study examines the relationship between decision-making logics (effectuation and causation) and international performance of SMEs and contributes by highlighting the crucial role of international entrepreneurial marketing. We used structural equation partial least squares in the empirical study with a cross-country sample of 489 internationalizing SMEs from China, Finland, and New Zealand. The results reveal that international entrepreneurial marketing fully mediates the positive effectuation–performance relationship and the mediation effect is stronger among SMEs from developing markets and offering services. We show that international entrepreneurial marketing partially mediates the positive causation–performance relationship and the mediation effect is stronger among SMEs from developed markets and among those that offer products.

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中小企业决策逻辑转化为国际绩效：揭示国际创业营销的重要性

国际商务领域缺乏对决策逻辑如何导致中小企业国际绩效及其机制的研究。本研究考察了决策逻辑（效果和因果关系）与中小企业国际绩效之间的关系，并通过突出国际创业营销的关键作用做出了贡献。本文采用结构方程偏最小二乘法对来自中国、芬兰和新西兰的489家国际化中小企业进行了实证研究。结果表明，国际创业营销充分中介了效应与绩效的正相关关系，并且在发展中市场和服务型中小企业中中介作用更强。研究发现，国际创业营销部分中介了企业绩效与企业发展的正向因果关系，且中介效应在发达市场中小企业和提供产品的中小企业中更强。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

International Business Review BUSINESS-

CiteScore

14.10

自引率

6.90%

发文量

审稿时长

62 days

期刊介绍： The International Business Review (IBR) stands as a premier international journal within the realm of international business and proudly serves as the official publication of the European International Business Academy (EIBA). This esteemed journal publishes original and insightful papers addressing the theory and practice of international business, encompassing a broad spectrum of topics such as firms' internationalization strategies, cross-border management of operations, and comparative studies of business environments across different countries. In essence, IBR is dedicated to disseminating research that informs the international operations of firms, whether they are SMEs or large MNEs, and guides the actions of policymakers in both home and host countries. The journal warmly welcomes conceptual papers, empirical studies, and review articles, fostering contributions from various disciplines including strategy, finance, management, marketing, economics, HRM, and organizational studies. IBR embraces methodological diversity, with equal openness to papers utilizing quantitative, qualitative, or mixed-method approaches.