Abstract
Notwithstanding increasing attention to international entrepreneurship and international business as opportunity-based processes, scholarly knowledge of how entrepreneurs evaluate the attractiveness of international opportunities is still lagging. We propose a cognitive model of entrepreneurs’ likelihood of pursuing international market entry based on their perceptions of desirability and feasibility of export opportunities, investigating how the temporal distance of the opportunity and entrepreneurs’ self-representations influence the salience of desirability or feasibility construals. We employ an experimental design to test the effect of temporal distance in a matched-pair sample of 140 native and foreign-born owner–managers of new technology-based firms in the pre- internationalization phase. We discuss implications for theory and practice.
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