Entrepreneurs' behavioural competencies for internationalisation

Laura Cortellazzo,Fabrizio Gerli,Sara Bonesso

doi:10.1108/ijebr-12-2018-0806

Abstract

PurposeThe entrepreneur is the main decision-maker in small and medium-sized enterprises and is the principal force in the implementation of a firm's international strategy. Research has paid limited attention to the intangible aspects of human capital, namely behavioural competencies that may have an impact on the entrepreneur's ability to take advantage of international opportunities. This study addresses this gap, identifying the behavioural competencies that distinguish entrepreneurs who pursue a stronger internationalisation expansion beyond the European market.Design/methodology/approachA competency modelling process is implemented for a sample of Italian entrepreneurs. Data on behavioural competencies are obtained through the coding of behavioural event interviews administrated to the entrepreneurs. Export intensity is adopted as a performance criterion to classify the entrepreneurs.FindingsThree behavioural competencies (change catalyst, teamwork and organisational learning orientation) emerged as more significantly activated by entrepreneurs who show a higher export intensity in the global market.Research limitations/implicationsThe exploratory nature of the study, conducted in a small sample and in a specific geographical area, may reduce the generalisability of the findings.Practical implicationsEntrepreneurs can become aware of the behavioural competencies needed for the implementation of internationalisation processes. Additionally, training programmes can be designed to promote the development of these behaviours.Originality/valueBridging the literature on international entrepreneurship, cross-cultural studies and competency-based research, this study highlights the role of behavioural competencies in the internationalisation process from a micro level of analysis. This article proposes a competency framework that can be adopted to assess a broader portfolio of entrepreneurs' behaviours.

Highlights

Internationalisation is considered a key driver of firm performance (Denicolai et al, 2015; Schwens et al, 2018) and represents a way by which small and medium-sized enterprises (SMEs) can pursue new opportunities, broadening their customer base, attaining larger production volumes, and leveraging resources in different markets (Lu and Beamish, 2001; Ruzzier et al, 2007; Skrt and Antoncic, 2004).© Laura Cortellazzo, Sara Bonesso and Fabrizio Gerli
Considering the overall sample of entrepreneurs, almost all behavioural competencies included in the codebook adopted for the coding process and derived from the literature review were shown by the interviewees during the incidents, confirming the complexity underlying the internationalisation process, which requires a broad repertoire of individual behaviours
Theoretical contribution This research contributes theoretically to the international entrepreneurship and competency-based literatures in several ways. It adds to the international entrepreneurship literature which claims that ‘despite the growing salience of international SMEs, there has been little research to investigate the intangible resources that these firms employ in order to expand abroad’ (Knight and Kim, 2009, p. 255)

Summary

Introduction

Internationalisation is considered a key driver of firm performance (Denicolai et al, 2015; Schwens et al, 2018) and represents a way by which small and medium-sized enterprises (SMEs) can pursue new opportunities, broadening their customer base, attaining larger production volumes, and leveraging resources in different markets (Lu and Beamish, 2001; Ruzzier et al, 2007; Skrt and Antoncic, 2004).© Laura Cortellazzo, Sara Bonesso and Fabrizio Gerli. Internationalisation is considered a key driver of firm performance (Denicolai et al, 2015; Schwens et al, 2018) and represents a way by which small and medium-sized enterprises (SMEs) can pursue new opportunities, broadening their customer base, attaining larger production volumes, and leveraging resources in different markets (Lu and Beamish, 2001; Ruzzier et al, 2007; Skrt and Antoncic, 2004). This research has been conducted at the Ca’ Foscari Competency Centre of the Ca’ Foscari University of Venice. The authors all the colleagues of the Ca’ Foscari Competency Centre with whom we had the opportunity to share our research. We express our gratitude to the anonymous reviewers and the editor, whose support was fundamental to direct the paper

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