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

Authors: Léo-Paul Dana; Roberto Grandinetti; Michela C. Mason

Addresses: Montpellier Business School, Montpellier Research in Management, 2300 Avenue des Moulins, Montpellier, France ' Department of Economics and Management, University of Padova, Via del Santo 33, 35123 Padova, Italy ' Department of Economics, University of Udine, via Tomadini 30/A, 33100 Udine, Italy

Abstract: 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.

Keywords: 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.

DOI: 10.1504/IJESB.2016.079965

International Journal of Entrepreneurship and Small Business, 2016 Vol.29 No.4, pp.602 - 626

Received: 01 Feb 2015
Accepted: 19 May 2015
Published online: 24 Oct 2016 *

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