Entrepreneurial Action in the Pre-Export Phase of SMEs: A Cognitive Approach

Abstract: The purpose of this study is to advance the theoretical knowledge of internationalisation of small and medium-sized firms from an individual perspective. In particular, the research takes a cognitive approach in understanding how experiential knowledge shapes entrepreneurs’ uncertainty perception and thus their willingness to recognise and act upon export opportunities. Six in-depth, semi-structured interviews were conducted with three exporters and non-exporters in the Swedish beverage sector. The comparative analysis allowed understanding how individuals on each group recognise, evaluate and act upon export opportunities within their milieu. Empirical findings show differences in the underlying uncertainty perception amongst both groups. Key to these differences is entrepreneurs’ individual motives, which wrought the type of experiences they engage in and accordingly the experiential knowledge they accumulate. Given the empirical observations, five propositions were developed to refine the understanding of entrepreneurs’ decision making process in the pre-export phase. This led to the construction of an empirical framework. Lastly, theoretical and practical implications were delineated.