International Performance of Small and Medium-Sized Firms: The role of Proactiveness, International Experience and Networks Authors

Abstract

The objective of this research is to examine the effect of proactive managerial behavior and international business networks on three dimensions of international performance exhibited by an SME. Specifically, the export intensity, speed, and geographical scope o the sales abroad. In addition, we evaluate if managers with international experience take more proactive stances and use international networks when dealing with foreign markets. We tested a research model applying structural equation modeling techniques to a sample of Costa Rican exporting firms. The results reveal that the international experience is not related to the intense use of international networks to deal with foreign markets. Rather, international experience is associated with high levels of proactive stances toward foreign market opportunities, which in turn, positively affect an SME’s export intensity. However, the geographical scope of its export sales and the speed of internationalization seems to be unrelated to a manager’s level of proactiveness in foreign markets.

El propósito de esta investigación es examinar el efecto del comportamiento gerencial proactivo y las redes comerciales internacionales en el desempeño internacional exhibido por una Mipyme. Especícamente, la intensidad de exportación, la velocidad y el alcance geográco de las ventas al exterior. Además, vericamos si los gerentes con experiencia internacional despliegan más posturas proactivas y se valen de redes internacionales. Probamos un modelo de investigación, aplicando técnicas de modelado de ecuaciones estructurales, a una muestra de 130 empresas exportadoras costarricenses. Los resultados revelan que la experiencia internacional no se relaciona con el uso de las redes internacionales para hacer frente a los mercados extranjeros. Más bien, la experiencia internacional está asociada con altos niveles de posturas proactivas hacia las oportunidades de mercado extranjero lo que, a su vez, aecta positivamente la intensidad exportadora de una PYME.