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Representation as a driver of internationalization: The case of a singular Russian SME

Author

Listed:
  • Antonin Ricard

    (AMU IAE - Institut d'Administration des Entreprises (IAE) - Aix-en-Provence - AMU - Aix Marseille Université, CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

  • Ekaterina Le Pennec

    (IREGE - Institut de Recherche en Gestion et en Economie - USMB [Université de Savoie] [Université de Chambéry] - Université Savoie Mont Blanc)

  • Emmanuelle Reynaud

    (CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon, AMU IAE - Institut d'Administration des Entreprises (IAE) - Aix-en-Provence - AMU - Aix Marseille Université)

Abstract

This exploratory research focuses on an unconventional practice in a Russian small- and medium-sized enterprise (SME). While studying the decision-making process of the entrepreneur and executives of this firm, we noted some differences with extant theories. This article aims to shed light on the influence of the SME entrepreneur's representation of internationalization on his decisions in a foreign context. The results support the assumption that the representation plays a role in guiding strategic decisions and mobilizing subordinates to support the strategic orientation defined by the leader. In particular, we will see that a very favorable representation of internationalization can lead to unexpected success abroad.

Suggested Citation

  • Antonin Ricard & Ekaterina Le Pennec & Emmanuelle Reynaud, 2016. "Representation as a driver of internationalization: The case of a singular Russian SME," Post-Print hal-01412583, HAL.
    • Handle: RePEc:hal:journl:hal-01412583
    DOI: 10.1007/s10843-016-0173-0
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    Cited by:

    1. Haddoud, Mohamed Yacine & Onjewu, Adah-Kole Emmanuel & Nowiński, Witold & Jones, Paul, 2021. "The determinants of SMEs’ export entry: A systematic review of the literature," Journal of Business Research, Elsevier, vol. 125(C), pages 262-278.

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