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Foreign Sales and Small Firm Growth: The Moderating Role of the Management Team

A. Rebecca Reuber^1,2; Eileen Fischer^3,4

¹ University of Toronto · ² Strategic Analysis (United States) · ³ Fischer (Germany) · ⁴ University of York

The premise of this article is that the management team of a small firm plays a key role in internationalization outcomes. Specifically, it is hypothesized that a greater degree of behavioral integration within a small firm's management team enables it to manage the complexity of foreign sales growth more effectively, leading to greater overall firm growth. Findings, based on data collected from two different industries (software products, food processing), support the hypothesis and indicate that the behavioral integration of the management team moderates the relationship between foreign sales growth and overall firm growth.

DOI

10.1111/1540-8520.271002

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