Heuristics and decision rationality in entry mode choice: Implications for decision effectiveness and international performance

IF 6.1 1区管理学 Q1 BUSINESS

International Business Review Pub Date : 2025-10-04 DOI:10.1016/j.ibusrev.2025.102521

Anisur R. Faroque , Arafat Rahman , Mohammad Osman Gani , Imranul Hoque

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引用次数: 0

Abstract

This study explores how heuristics (availability and representativeness) and analytic rational decision-making influence the selection of international business entry modes and their subsequent impact on decision effectiveness and international performance. Grounded in dual-process theories, the research develops hypotheses linking heuristics, analytic rationality, decision effectiveness, and international outcomes. Utilizing a quantitative survey approach, the findings reveal that integrating the availability heuristic with analytic rational decision-making enhances the quality of internationalization decisions, whereas combining analytic decision-making with the representativeness heuristic can diminish decision effectiveness. These results emphasize the critical role of balancing heuristic and analytical approaches in managerial decision-making for international entry, contributing to dual-process theories within the international business context and providing valuable insights into the cognitive strategies shaping entry mode selection and organizational performance.

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进入模式选择的启发式与决策合理性：对决策有效性与国际绩效的启示

本研究探讨启发式（可得性和代表性）和分析理性决策如何影响国际业务进入模式的选择及其对决策有效性和国际绩效的后续影响。该研究以双过程理论为基础，提出了启发式、分析理性、决策有效性和国际结果之间的假设。利用定量调查的方法，研究发现可用性启发式与分析理性决策相结合可以提高国际化决策的质量，而分析性决策与代表性启发式相结合会降低决策的有效性。这些结果强调了在国际进入管理决策中平衡启发式和分析方法的关键作用，为国际商业背景下的双过程理论做出了贡献，并为塑造进入模式选择和组织绩效的认知策略提供了有价值的见解。

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.