Ar. Reuber et E. Fischer, THE INFLUENCE OF THE MANAGEMENT-TEAMS INTERNATIONAL EXPERIENCE ON THEINTERNATIONALIZATION BEHAVIORS OF SMES, Journal of international business studies, 28(4), 1997, pp. 807-825
Why are some small and medium-sized enterprises (SMEs) more successful
in selling outside their domestic markets than are other SMEs in the
same industry? Although the traditional explanation is that firms can
gain valuable knowledge and resources as they become older and larger,
small and young firms are not necessarily disadvantaged if they devel
op other mechanisms to acquire the requisite knowledge and resources,
We examine the role of the management team's international experience
as such a mechanism, for the internationalization of Canadian software
product firms, We show that internationally experienced management te
ams have a greater propensity to develop foreign strategic partners an
d to delay less in obtaining foreign sales after start-up, and that th
ese behaviors are associated with a higher degree of internationalizat
ion.