A1 Refereed original research article in a scientific journal

Export Channel Choice for SMEs : A Cognitive Perspective




AuthorsBrouthers, Keith D.; Nakos, George; Lindlbauer, Niklas; Kalinic, Igor

PublisherWiley

Publishing placeHOBOKEN

Publication year2025

JournalThunderbird International Business Review

Journal name in sourceThunderbird International Business Review

Journal acronymTHUNDERBIRD INT BUS

Number of pages16

ISSN1096-4762

eISSN1520-6874

DOIhttps://doi.org/10.1002/tie.22436(external)

Web address https://doi.org/10.1002/tie.22436(external)

Self-archived copy’s web addresshttps://kclpure.kcl.ac.uk/ws/files/321229661/Export_channel_choice_for_SMEs_-_a_cognitive_perspective.pdf(external)


Abstract
Despite decades of research on SME export channel choice, we know little about the role played by managerial mindsets. Managerial mindsets are the cognitive mental models managers rely on for processing and evaluating information and making decisions. In this paper, we develop and test the notion that, in addition to the influence of transaction cost factors, the global mindset of top managers has a significant impact on the export channels that SMEs use. We also suggest that this relation is sensitive to the level of political instability in the target market since such instability increases risk and uncertainty. A multinomial regression analysis was used to analyze the responses of a sample of 208 Chinese SMEs. The results provide support for our ideas. In this way, we contribute to a better understanding of how managerial thinking can influence the strategic choices that are made and the boundary conditions that exist when SMEs expand abroad.



Last updated on 2025-26-06 at 14:06