Helping Decision-Makers to Cross the Frontier: Contribution of the Effectuation Theory on the Link Between Barriers, Opportunities and Internationalization Decision
This article seeks to evaluate the impact of the reasoning logic of decision-makers (causal or effectual) on their behavior in the context of internationalization. Our results, based on a sample of 148 French SME decision-makers, reveal that decision-makers tend to seize internationalization opportunities faster than causals (1); that causal decision makers are more inclined to internationalize their firms in a sequential and progressive manner (2); that causal decision-makers are more hindered by internal barriers than effectual decision-makers (3) and that the reasoning logic (effectual or causal) does not have an impact on behaviors in presence of external barriers (4).