Internationalization motives: sell more, buy better, upgrade and escape. Issue 1 (20th April 2015)

• Record Type: Journal Article
• Authors: Cuervo-Cazurra, Alvaro; Narula, Rajneesh; Un, C. Annique
• Is Part Of: Multinational business review. Volume 23:Issue 1(2015)
• Page Start: 25
• Page End: 35
• Publication Date: 2015-04-20
• Subjects: International business enterprises -- Periodicals; International business enterprises -- Accounting -- Periodicals; International business enterprises -- Management -- Periodicals; Comparative accounting -- Periodicals; Comparative management -- Periodicals; 338.88
• DOI: 10.1108/MBR-02-2015-0009
• Languages: English
• ISSNs: 1525-383X

Abstract

<abstract> <title> <x content-type="archive" xml:space="preserve">Abstract</x> </title> <sec> <title content-type="abstract-heading">Purpose</title> <p> – The purpose of this the paper is to review the motives for internationalization to clarify previous arguments and provide a theory-driven classification. </p> </sec> <sec> <title content-type="abstract-heading">Design/methodology/approach</title> <p> – The authors build on behavioral economics and propose a classification of internationalization motives as the result of the interaction among two dimensions, an economics-driven exploitation of existing resources or exploration of new resources, and a psychology-driven search for better host country conditions or avoidance of poor home country conditions. </p> </sec> <sec> <title content-type="abstract-heading">Findings</title> <p> – These two dimensions result in four internationalization motives: sell more, in which the company exploits existing resources at home and obtains better host country conditions; buy better, in which the company exploits existing resources abroad and avoids poor home country conditions; upgrade, in which the company explores for new resources, and it obtains better host country conditions; and escape, in which the company explores for new resources and avoids poor home country conditions. </p> </sec> <sec> <title content-type="abstract-heading">Originality/value</title> <p> – This theory-driven classification provides predictive power for future analyses of internationalization motives.</p> </sec> </abstract>