Motivational focus of international entrepreneurs in Spain: From early explorers to straggler exploiters

Abstract

We analyze the motivation of entrepreneurs who lead business internationalization. We study how motivation affects the entry timing into overseas markets as well as the selection of markets. We use the regulatory focus theory that recognizes two orientations: promotion versus prevention. Then, we define a typology of entrepreneurs: early explorer, straggler exploiter, early exploiter, and straggler explorer. We review interviews published in a Spanish journal centred on internationalization and perform a content analysis that allows us to identify the motivation of entrepreneurs. Results indicate that promotion focus is the most common and that experiential knowledge emerges as a key factor in the shift in motivation governing the selection of overseas markets. Copyright © 2017 ASAC. Published by John Wiley & Sons, Ltd.

A systematic international entrepreneurship review and future research agenda

“…, 2018). Their motivations lead to firm internationalisation, differing in their identification and exploitation of opportunities in foreign markets (Santos-Álvarez and García-Merino, 2018).…”

“…The third cluster includes 21.54% of the total number of IE studies, denoting a good variety of sub-themes. Most studies in this cluster integrate approaches to the cognitive, personal values and motivational aspects of entrepreneurs on IE (Al-Aali and Teece, 2014;Ammeer et al, 2021;Autio et al, 2011;Bolzani and Der Foo, 2018;Chandra et al, 2015;Li et al, 2021;Santos-Alvarez and Garc ıa-Merino, 2018;Vrontis et al, 2021;Zahra et al, 2005). The importance of the entrepreneur in business internationalisation was portrayed more specifically in the study of Vanderstraeten et al (2020).…”

“…, 2015; Li et al. , 2021; Santos-Álvarez and García-Merino, 2018; Vrontis et al. , 2021; Zahra et al.…”