Export stimuli revisited: The influence of the characteristics of managerial decision makers on international behaviour
基于计划行为理论，研究出口刺激的性质、决策者个人特征与国际决策之间的关系，发现风险感知和主动性是关键变量，对110家西班牙中小企业数据进行了结构方程模型分析。
Utilizing the theory of planned behaviour (TPB), this article proposes and tests relationships among the nature of export stimuli, the personal characteristics of decision makers and the decisions they make with regard to internationalization. The conceptual model for the study includes psychological variables that might condition owner-managers’ decision-making responses to such export stimuli. Using structural equation modelling, the study analyses data obtained by a survey questionnaire from 110 Spanish small- and medium-sized enterprises. The analysis reveals the importance of two particular variables, the perception of risks and opportunities in exports and the decision maker’s proactiveness, in determining the export stimuli and how these in turn affect the international behaviour of firms.