International entrepreneurship, export planning and export performance: evidence from a sample of winemaking SMEs

Léo-Paul Dana (1) , Roberto Grandinetti , Michela C. Mason

1 MRM - Montpellier Research in Management

While some entrepreneurs opt to be born global from inception, others internationalise their firms over time; these are inherently different cases with unlike causal variables, forms and consequences. This article models and tests the influence that international entrepreneurship exerts on the export performance of a firm. Five hypotheses are derived from the literature. With a sample of winemaking SMEs, we test these by means of moderated hierarchical regression analysis. The results discuss the relationship of cognitive traits with international entrepreneurship and highlight the importance of combining these cognitive characteristics with strategic planning in order enhance export performance.

Mots clés: international experience; export planning; export performance; wine industry; international entrepreneurship; entrepreneurial orientation; wine exporting; winemaking SMEs; small and medium-sized enterprises; modelling; cognitive traits; strategic planning; internationalisation

Domaines: Économie et finance quantitative [q-fin]

Léo-Paul Dana, Roberto Grandinetti, Michela C. Mason. International entrepreneurship, export planning and export performance: evidence from a sample of winemaking SMEs. International Journal of Entrepreneurship and Small Business, 2016, 29 (4), pp.602-626. ⟨10.1504/IJESB.2016.079965⟩. ⟨hal-02010654⟩