Internationalization motives: sell more, buy better, upgrade and escape

Published on Apr 20, 2015in The Multinational Business Review
· DOI :10.1108/MBR-02-2015-0009
Alvaro Cuervo-Cazurra32
Estimated H-index: 32
(NU: Northeastern University),
Rajneesh Narula37
Estimated H-index: 37
(University of Reading),
C. Annique Un13
Estimated H-index: 13
(NU: Northeastern University)
Purpose – The purpose of this the paper is to review the motives for internationalization to clarify previous arguments and provide a theory-driven classification. Design/methodology/approach – 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. Findings – 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 a...
  • References (27)
  • Citations (38)
Cited By38
#1Ulf Andersson (MDH: Mälardalen University College)
#2Chris Brewster (MDH: Mälardalen University College)H-Index: 52
Last.Geoffrey Wood (MDH: Mälardalen University College)H-Index: 27
view all 5 authors...
#1Rajneesh Narula (University of Reading)H-Index: 37
#2Christian Geisler Asmussen ('KCL': King's College London)H-Index: 15
Last.Sumit K. Kundu (FIU: Florida International University)H-Index: 23
view all 4 authors...
#1Alvaro Cuervo-Cazurra (NU: Northeastern University)H-Index: 32
#2Jorge Carneiro (FGV: Fundação Getúlio Vargas)
Last.William Newburry (FIU: Florida International University)H-Index: 20
view all 9 authors...
#1Maria Gabriela Montanari (USP: University of São Paulo)H-Index: 2
#2Janaina de Moura Engracia Giraldi (USP: University of São Paulo)H-Index: 6
Last.Simone Vasconcelos Ribeiro Galina (USP: University of São Paulo)H-Index: 5
view all 3 authors...
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