Networks, Entrepreneurial Orientation, and Internationalization Scope: Evidence from Chilean Small and Medium Enterprises

Christian Felzensztein, Luciano Ciravegna, Paul Robson, Ernesto Amoros Espinosa

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During the last twenty years the literature on internationalised small firms discussed at length the speed of internationalisation, illustrating the importance of born globals. The geographic scope of small firm internationalisation and its implications for international business and entrepreneurship theories has however been overlooked, especially with regards to firms based in Latin America. This study expands the research agenda on the effects of networks and entrepreneurship orientation for the internationalisation strategy of small firms by examining their effects on internationalisation scope. It uses survey data from small firms based in Chile. The findings suggest that the greater the number of networks utilized, the more entrepreneurs are likely to target markets based in diverse regions of the world. The study has managerial and policy implications, suggesting that nurturing diverse international networks can help entrepreneurs reach a broader number of markets.
Original languageEnglish
Pages (from-to)145–160
Number of pages16
JournalJournal of Small Business Management
Issue numberS1
Early online date18 Sept 2015
Publication statusPublished - Oct 2015


  • small firm internationalisation
  • entrepreneurial orientation
  • international strategy

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