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This article provides a systematic review of the extensive and fragmented literature focused on Digital Transformation (DT) and marketing by identifying the main themes and perspectives (i.e., employees, customers, and business processes) studied by previous research. By mapping the DT literature in the area of marketing, 117 articles, published between 2014 and 2020, have been identified. Through the adoption of a content analysis process, a multi-dimensional framework synthesizing the DT and marketing binomial has been provided. Results identify two thematical patterns: the macro-themes, related to the main digital technologies adopted within the marketing function, and the micro-themes, related to the effect/impact of these technologies on marketing processes and activities. Concerning the micro-themes, findings show how they have mainly studied from the customer and business processes’ perspectives, thus identifying an interesting research gap related to the analysis of the DT-marketing phenomenon from the employees’ standpoint. Based on these results, the paper derives a research agenda by also providing theoretical and managerial implications. Theoretically, it is the first systematic and thematic review focused on DT and marketing. In particular, it analyses this binomial from a broad and comprehensive perspective, thus offering a synergistic framework of the existing literature, which allows an inclusive vision and understanding about the phenomenon. At the managerial level, the paper could help organizations to enhance their awareness about marketing areas and processes that could better benefit from digitalization, thus driving the overall transition of firms towards DT.

PurposeThe paper analyses the influence of the decision-makers' overconfidence on the intuitive practices' adoption, as well as on the international performance during international strategic decision-making processes (SDMPs) of small- and medium-sized enterprises (SMEs). Moreover, the study investigates the possible mediating effect of intuition on the relationship between overconfidence and international performance.Design/methodology/approachA semi-structured questionnaire based on a sample of 160 SMEs and a regression analysis have been employed.FindingsResults show a negative relationship between intuition and international performance and a positive one between overconfidence and international performance. Furthermore, a negative relation between overconfidence and intuition has been identified. Findings also highlight the mediating role of intuition in the relationship between overconfidence and international performance.Practical implicationsThe paper provides valuable implications related to the analysis of overconfidence as a critical decision-maker's character and intuition as a feature of the decision-making methodology. Moreover, the study offers indications for SMEs facing complex strategic decisions.Originality/valueThe paper adopts an original perspective by combining the SDMP analysis with that of international strategy within the SMEs context. Additionally, the study enriches the existing literature by (1) investigating overconfidence in the decision-making; (2) enhancing the examination of overconfidence and intuitive practices in the international SDMP; (3) deepening the research field focused on the identification of the intuitive processes' predictors that is still in its infancy.

Purpose This paper aims to empirically test the influence of brand characteristics on brand addiction, as well as the consumers’ behaviors caused by this construct. Design/methodology/approach The paper adopts a Web-based self-completion survey by achieving a total of 529 completed surveys. Then, structural equation modeling has been employed by using SPSS AMOS. Findings Results highlighted how the brand characteristics of self-expressiveness, innovativeness and authenticity have a positive influence on brand addiction; brand addiction leads consumers to feel emotions of irritability and to adopt obsessive and compulsive behaviors toward the brand. Research limitations/implications Even if the choice of using a survey’s sample composed of students attending an Italian University ensures good internal validity of research (owing to the homogeneous character), the results are not generalizable (except for this population group). Practical implications The study identified two different spheres of brand addiction (one connected to the brand’s characteristics and the other to the consumers’ psychological-behavioral outcomes), along with possible strategies firms could adopt to strengthen the possibilities to transform their customers into addicted ones and to avoid/reduce the negative consequences deriving from brand addiction. Originality/value The paper provides a response to the call for more studies into the brand addiction analysis by empirically testing possible antecedents and outcomes, thus enriching the existing quantitative research focused on this concept.

PurposeThe paper aims at investigating whether and how the product designation of origin (PDO) label influences consumers' acceptance, attributes' perception and purchase intention of PDO foods.Design/methodology/approachThe study employs an experimental lab study based on the affective test of acceptance methodology with a nine-point hedonic scale. Three PDO foods are compared with similar non-PDO samples concerning cheese, cured ham and olive oil categories.FindingsThe presence of PDO labels enhances the consumers' acceptance as well as their perception of sensory attributes. A critical role of the brand name as an enhancer of consumer acceptance also emerges, highlighting the relationship between brand-name and PDO label.Research limitations/implicationsThe main limitation is related to the lab study methodology, which employs a small number of participants and occurs far from a “normal” situation of consumption. The acceptance test, moreover, does not provide explanations about motives underlying the differences in consumers' perception and preferences.Practical implicationsPractical implications are suggested for food companies concerning the management of both PDO labels and brand strategies and the product's properties that could improve the sensory perception of consumers and their overall product's acceptance.Originality/valueThe study contributes to the debate on consumer behaviour towards PDO foods by adding evidence about the positive influence of such a certification on individual preferences on the basis of a sensory methodology that has been little employed for studying the domain of product certifications.

Purpose of the paper: The principal aim of this study is to contribute to the literature on family businesses by providing some new insights about international strategic decisions of born global. Methodology: An explorative, qualitative research has been employed. In-depth interviews with four main decision-makers of family businesses, involved in international activities, were conducted to examine the main factors influencing their strategic decisions. Results: The research allowed to verify whether the factors identified by previous studies were correctly defined, by assessing their influence on international development decisions, and whether any other factors of influence emerged. Limits: The main limitation of this paper is the sample’s characteristics, which do not allow a complete generalization of the results. Implications: This study mainly permits to analyze the interactions within the family group involved in the management of companies, enriching the field of analysis that in previous studies was mainly focused on the characteristics of the entrepreneur or the managers. Originality of the paper: This paper is one of the few contributions examining, on one hand, born global family firms and, on the other hand, which factors influence the main strategic decisions in the international context.

Higher education institutions (HEIs) have experienced severe cutbacks in funding over the past few years, with universities examining options for alternative funding streams, such as alumni funding. Identifying the factors influencing their alumni's intentions to invest in their alma mater can be of significant importance when establishing a sustainable revenue stream. Within this context, empirical research on the potential role of trust is scarce. This paper aims to deepen the analysis of the relationship between alumni trust and engagement as well as three outcomes, namely support, commitment, and attitude toward donation. A structural equation model was tested on two samples of US ( = 318) and Italian ( = 314) alumni. Although both countries are affluent and developed countries, the USA has an established tradition of alumni donations, which is not such a developed practice in Italy. For both countries, results confirm that engagement is an antecedent of trust, which in turn leads to the three investigated outcomes (support, commitment, and attitude toward donations). In contrast, the effect of commitment on attitude toward donations is significant only for the USA universities. The paper has interesting theoretical and managerial implications. From a theoretical point of view, the study aims to address a gap concerning the role of trust in the HE context. Managerially, the study has significant implications for universities that want to change alumni attitude toward donations. [Abstract copyright: © Springer Nature B.V. 2020.]

This study describes SME internationalization as a process that combines entrepreneurial and non-entrepreneurial behaviour. We bring in insights from prior literature and use an illustrative case study of an Italian SME to demonstrate the interplay of entrepreneurial and non-entrepreneurial behaviour during the internationalization process. Our study shows that the combination of entrepreneurial and non-entrepreneurial internationalization cannot be fully explained with existing International Entrepreneurship literature or other internationalization theories, as they do not take into account the nonlinear nature of internationalization or explain why the process seems to reach a ‘glass ceiling’ beyond which it does not progress. The study concludes with a conceptual framework providing an alternative explanation. Based on our conceptual reasoning we propose that predominantly non-entrepreneurial internationalization can occur without developing a clearly defined internationalization strategy. Additionally, we argue that low commitment to internationalization prevents capability development and may lead to nonlinear internationalization. Furthermore, we suggest that family involvement may moderate a firm’s international entrepreneurial orientation, consequently leading to more non-entrepreneurial internationalization.

PurposeThe COVID-19 has brought with it valuable opportunities for the retail sector. Notably, online channels have assumed a key role for businesses that can rely less on physical channels due to the pandemic's restrictions. Within this context, the study aims to identify the main antecedents leading to the formation of the male and female customers' continuance intention of using online food delivery services (OFDS) in the restaurant industry.Design/methodology/approachA web-based self-completion survey and a subsequent structural equation modelling have been employed on a sample of 360 participants.FindingsFindings reveal that perceived healthiness, quarantine procedures, perceived hygiene, perceived ease of app use and attitude significantly influence continuance intention. Moreover, the moderator analysis corroborates that male consumers' continuance intention is mainly influenced by perceived healthiness, quarantine procedures and perceived hygiene. Conversely, female customers' continuance intention is predicated on perceived healthiness and attitude.Research limitations/implicationsAlthough the adoption of a sample of young customers (18–29 years) guarantees good research internal validity, findings are not generalizable.Practical implicationsThe study provides valuable contributions for restaurants related to the (1) creation/management of their own OFDS platforms; (2) selection of the right third-party platforms.Originality/valueThe paper is one of the first studies examining the predictors impacting on customers' OFDS continuance intention in the COVID-19 context by also focusing on gender differences.

PurposeThe paper analyzes the effect of country of origin (COO) image, word-of-mouth (WOM) and brand distinctiveness toward overall brand equity (OBE) and its dimensions (brand awareness/associations; perceived quality; brand loyalty) in the brewing sector.Design/methodology/approachA quantitative research has been conducted by adopting the survey technique and structural equation modeling based on a sample of 401 Italian beer consumers.FindingsResults corroborate a positive effect of (1) COO image and brand distinctiveness on brand awareness/associations, perceived quality and brand loyalty; (2) WOM on perceived quality and brand loyalty; (3) brand awareness/associations and brand loyalty on OBE. Findings also verify the mediating effects of the OBE dimensions on the relationships between the analyzed antecedents (COO image, WOM and brand distinctiveness) and OBE.Research limitations/implicationsAlthough the selection of a sample composed of Italian students guarantees good research internal validity, findings are not generalizable.Practical implicationsThe study offers valuable strategies for brewing firms to reach high levels of brand equity. In particular, it identifies the key role of COO image, WOM, brand distinctiveness and OBE dimensions in realizing careful brand management processes.Originality/valueThe paper focuses on analyzing the influence of COO image on brand equity in the brewing industry, thus enriching an area of investigation that requires further insights within an under-investigated sector.

Both business networks and institutional forces are relevant to firm internationalization but they have seldom been studied together. We investigate under what circumstances firms are more likely to adopt non-predictive strategy in light of the influence of the business networks, the institutional forces, and the home market background affecting their internationalization. Based on survey data from 758 small and medium-sized enterprises (SMEs) from Brazil, China, Poland, Italy, and Sweden, our results support the effects of formal institutional distance and cultural differences on the use of non-predictive strategies by SMEs in internationalization decisions, as well as the contingency effects of business network stability and of having an emerging market background. We integrate research on the liability of foreignness and the liability of outsidership and find that business network stability is critical. It does not moderate the relation between cultural difference and NPS adoption but attenuates the negative relation between institutional distance and NPS adoption, indicating that the liabilities of foreignness and outsidership play different roles in internationalization. The first four authors are listed in alphabetical order.

Purpose This paper aims to address the food waste phenomenon by investigating the relationship between healthy lifestyle and food waste intensity and by considering the mediating role of food waste preventing behavior on such a relationship. Design/methodology/approach Based on an online survey of 1,941 UK millennial consumers, the research hypotheses were tested using the PLS-PM approach to structural equation model. Findings The results reveal that both the consumption of healthy food and the habit of eating at home enhance food waste reduction. Moreover, the findings corroborate the mediating effect of the food waste preventing behavior on the relationship between a healthy lifestyle and food waste intensity, thus underlying its role as an effective mechanism able to improve the influence of healthy lifestyle dimensions on food waste intensity. Practical implications The paper offers three levels of practical implications directed to public institutions, private manufacturers and retailers. Social implications The study underlines the key relevance of ad hoc educational programs aimed at improving the overall awareness of young consumers about food waste damages, by specifically identifying the main features on which these programs should focus. Originality/value This paper adds knowledge by helping to explain how and why a healthier lifestyle could translate into food waste reduction. Moreover, the study offers a comprehensive understanding of preventing behavior by proposing a rich overview of strategies to adopt to avoid food waste.

Purpose The purpose of this paper is to deepen the global sourcing (GS) phenomenon from the acquiring firms’ viewpoint by analyzing the Italian craft beer sector. This industry has been chosen since it represents a perfect context for the GS activities’ analysis. Notably, different features characterizing this business force Italian breweries to turn to suppliers, located outside their national borders, to purchase the necessary raw materials. Design/methodology/approach The paper adopts a multiple case study concerning four Italian agricultural breweries located in the Marche region. Findings Results identify the main motivations, drivers, risks, obstacles and costs related to the adoption of the GS activities, by corroborating a positive interconnection with the GS literature findings. Research limitations/implications The main limitation is related to the fact that the study is based on a survey carried out on a specific region and product category. Therefore, future research could analyze other Italian regions and/or different types of products. Practical implications The study identifies different gaps characterizing the Italian supply market. Managerially these gaps can be converted into critical opportunities for the future development of the entire Italian brewing sector. Moreover, the results detect several actions the investigated breweries will seek to develop in the near future, which could strongly support the growth of the Italian beer sector. Originality/value The study deepens a topic little explored by literature, especially with reference to the supply activities of the Italian agricultural breweries.

Although craft breweries are still a niche sector within a market dominated by industrial mass producers, the innovative aspects of the craft beer revolution could trigger interesting transformations in several contexts in Italy. This phenomenon has benefited from Italian creativity, combined with the ability of reinventing a tradition, which relies on imagination and contamination between local and global customs. On this respect, several craft breweries have adopted a global sourcing strategy, while other typologies (e.g., the agribrewers) usually use self-produced raw materials. In this context, this chapter investigates the drivers that may influence the adoption of different procurement strategies in agribreweries and craft breweries, also evaluating the impact of the procurement strategy not only on the firm’s competitiveness, but also on the product promotion and territory development. After analyzing the evolution of the craft beer industry in Italy, this study adopted mixed-method research in the Marche Region, discussing the results with several experts and local stakeholders.

This study aims to describe the nature and main features of brand hate behaviours. In order to achieve this objective, a cluster analysis approach has been adopted, based on a sample of 616 volunte...

We focus on the following question: how are knowledge, network relationships and decision-making logic interrelated throughout the internationalization process – foreign market entries, exits and re-entries? We contribute to the internationalization literature, network approach and effectuation theory that have not examined these interrelationships during internationalization – especially de- and re-internationalization – in detail yet. Thereby,we provide a more complete view of internationalization. Based on a single punctuated longitudinal case study,we show that lack of knowledge results in mostly effectual (opportunity-driven) decision-making: finding customers via weak ties, trade fairs and unsolicited export orders and experiencing numerous market exits and re-entries due to “experimenting”. Knowledge acquisition leads to more causal (systematic, plan-driven) decision-making and stronger ties, but serendipitous (“by chance”) entries can still occur, and exiting and re-entering foreign markets may continue. We suggest that managers should network and acquire knowledge actively, use both decision-making logics and accept uncertainty as normal during internationalization. Refereed/Peer-reviewed

The principal aim of this study is to provide theory and testing to elucidate the role of decision-maker's decision process and speed during the global sourcing decision-making process (GSDP). In order to achieve this goal, we examine the behavior of a sample of 202 decision-makers belonging to Italian SMEs in the manufacturing sector. Our main finding suggests that faster decisions during the GSDP process lead to superior financial and non-financial performance of the selected supplier. Moreover, we find support for dual processing theory wherein rationality and intuition of the GSDP are associated with increased supplier performance both directly and through their effects on decision speed. Results are discussed in terms of the GSDP, SME and strategic decision-making literatures and practical implications for managers in SMEs.

The purpose of this study is to investigate the brand hate phenomenon for service products in a cross-channel setting (offline/online environment). To reach this objective, structural equation modeling was employed on a sample of 265 consumers. Findings reveal that brand hate positively influences offline negative word-of-mouth (NWOM), online complaining, and non-repurchase intention. Furthermore, while offline NWOM has a positive effect on non-repurchase intention, online complaining has a negative one. Finally, a mediated path was identified, which starts from brand hate and ends with non-repurchase intention through online complaining and offline NWOM. The study provides implications for firms’ marketers and practitioners.

Recently, the negative consumer-brand relations received increasing attention (Davvetas and Diamantopoulos 2017). Although this growing relevance, researchers confirm how this area is still underdeveloped (Fournier and Alvarez 2013). Managerially, these negative feelings toward brands could become extremely dangerous since they are today instantaneously and broadly diffused through the Internet. In this networked scenario, the contents widespread through websites, and social media platforms can easily damage brands’ online reputation by influencing consumers’ perceptions and consequently their purchase decisions (Gregoire et al. 2009). Among these negative feelings, the brand hate concept represents a relatively new concept largely disregarded as a topic of research (Zarantonello et al. 2016). Conceptually, different studies examined the brand hate’s outcomes without simultaneously considering their online and offline nature (Hegner et al. 2017; Johnson et al. 2011). Moreover, to the best of the authors’ knowledge, there is a scarcity of studies dedicated to a specific target composed by consumers who hate a brand they already used and experienced. Notably, these customers represent the most fearsome brand haters with significant negative impacts on firms and brands’ performances (Kucuk 2015). In this regard, the objectives of the study are three-fold: (i) to analyze the brand hate from the actual customers’ perspective; (ii) to examine the possible relationships between brand hate, offline negative word-of-mouth (NWOM), online complaining, and non-repurchase intention; (iii) to test the possible mediating effects of offline NWOM and online complaining on the relation between brand hate and non-repurchase intention. To reach these objectives, structural equation modeling has been employed on a sample of 408 actual consumers.

Healthy lifestyle is usually investigated for its influence on salutary food choices, habits, and regular physical activity, as well as for its function in preventing chronic diseases (Gadais et al. 2018). Furthermore, some studies also attempted to analyze the huge impact of this topic on the marketplace, particularly with reference to the food industry (Divine and Lepisto 2005), and dietary supplements (Miles Homer and Mukherjee 2018). However, few contributions (Roodhuyzen et al. 2017) focused their attention on the possible relation between healthy lifestyle and food waste intensity. For this reason, the study aims to enrich this research gap by investigating the possible impact of a healthier food lifestyle (i.e., regular eating habits, healthy food consumption, habits of eating at home) on both food waste intensity and actions preventing food waste. Moreover, the paper investigates the mediating effect of actions preventing food waste on the relationship between lifestyle components and food waste intensity. Based on an online survey of 1941 consumers, the research hypotheses were tested using PLS-PM approach to Structural Equation Model.

•This paper mainly examines the effect of store satisfaction and store atmosphere on loyalty in a longitudinal way.•Findings based on panel data analysis of 623 individuals are presented.•The moderating role of store atmosphere is established, because an increasing value of SATM reduces the impact of SS on SL.•The results provide useful implications for retail managers aimed at improving store loyalty.

Purpose This paper aims to examine the role of tourist-generated and other network relationships in small Italian wineries’ internationalization. Design/methodology/approach It is based on 14 cases of which four are discussed in detail. All 14 cases are summarized in two tables and analyzed in the Discussion section. Findings Most firms did not pre-plan their foreign activities. International wine tourism was a major source for creating the contacts necessary for their internationalization: they created relationships/networks in tourists’ home markets and, as a result, expanded there either through selling directly to tourists or to the importers they recommended. In addition, they relied on contacts created at trade fairs or by friends/relatives. Some internationalization attempts failed, as the firms were passive and lacked long-term strategic plans. Thus, these producers have not fully realized the potential of wine tourists’ contacts and other network relationships in their internationalization. Originality/value It shows how wineries benefited from tourists’ networks and other co-operative relationships and how, as a result, they started exporting, but also which problems they faced. These topics have not received considerable research attention yet.

We investigate the role of market uncertainties as determinants of the adoption of control and prediction in the internationalization of small- and medium-sized enterprises (SMEs). Building on the possibility that uncertain markets may lead to trade-offs between these strategies, as suggested by the convergence between effectuation and internationalization research, we differentiate between uncertainties originated in SMEs’ home and host countries. We test our hypotheses with a cross-country data set encompassing 597 SMEs surveyed in Brazil, China, Poland, and Italy. Our results indicate that home-country uncertainty is related to the adoption of control strategies, while host-country cultural uncertainty is related to prediction efforts. Moreover, internationalization knowledge emerged not as a moderator of these relationships but as a relevant antecedent of both control and prediction. Our findings have implications for the use of effectuation in the study of SME internationalization and also for the conceptualization of the effectuation process itself.

The main objective of this paper is to determine which factors small and non-profit sports clubs should consider and implement in order to, first, enhance performance and, second, attract practitioners. To achieve our objective, we carried out a regression analysis on a sample of clay target shooting clubs. Results reveal that factors related to shooting practice, as well as facilities/services supporting practitioners have a positive influence on performance. Moreover, well-defined animation and stimulus policies for members emerged as factors with a positive impact on performance. This study provides an analysis of the connection between infrastructure and organisational features of sports clubs, on the one hand, and performance, on the other. This research also points out which types of services and initiatives should be adopted for enhancing both clubs' attractiveness and performance.

This paper presents a systematic review of recent academic literature analysing the role, organization and management of marketing activities in small and medium-sized enterprises (SMEs). To this end, 310 articles published between 2006 and 2015 in 69 main journals devoted to small firms/entrepreneurship and management/marketing fields were analysed. This review shows that SMEs’ marketing has received great attention in both management and marketing literature in recent years. Findings reveal, on the one hand, the emerging role of networks and information and communication technologies in marketing behaviour by SMEs, and on the other hand a research gap in terms of specific marketing practices. Entrepreneurial marketing has been used as the main conceptual framework in reviewed studies, even if findings overall still point out a distance between the theoretical bases of reviewed contributions and the study of SMEs’ marketing behaviour and practices. Therefore, future research on the role of resources, relationships and networks could benefit from the combination of theories developed within the field of entrepreneurship with other approaches such as the resource-based view, the dynamic capabilities theory and the Industrial Marketing and Purchasing (IMP) framework.

The practice of collaborative consumption is increasingly spreading and diversifying nowadays, impacting both individuals and businesses. This paper seeks to contribute to the emerging debate that acknowledges its global importance by providing a cultural understanding of the deeper mechanisms underlying attitudes and intentions associated with collaborative consumption. The survey design aims to integrate personal norms, behavioral beliefs and individualism-collectivism constructs within the theory of planned behavior framework and thus to better explain the intention to engage in collaborative consumption. The study was conducted in Romania and Italy and a Partial Least Squares – Path Modeling approach was implemented to analyze the data. The findings illustrates the role played by responsibility, uniqueness and advice, as cultural facets revealed by the Auckland Individualism and Collectivism Scale –as significant predecessors of attitude and subjective norms related to collaborative consumption. Responsibility is the dimension with a positive impact on attitude in both countries, and even on behavioral intention in Italy, while advice and uniqueness show a certain degree of leverage only in Romania. The implications reinforce the need for tailored approaches at the cultural level in order to increase the uptake of collaborative consumption.

Food waste is a critical issue with multiple ethical, environmental and economic consequences. The aim of this study is to investigate which factors most affect food waste and determine what actions are undertaken to prevent it at the household level. The study, while privileging a behavioural perspective, focuses on the overall consumption process, from purchasing through final food consumption, thus assuming a broad perspective. The data for this study were collected among Italian, Spanish and English populations using three public online questionnaires administered from January to September 2017. This resulted in a total of 3323 usable questionnaires referring to a sample population aged between 18 and 35 years. As for the main motivation to waste food, the research findings provide strong evidence of the importance of in-store behaviour and food management at home in reducing the frequency of food waste in all the three countries examined. As for the actions preventing food waste, the consumption of leftovers appears as a relevant determinant in minimising food waste. The findings confirm that food waste is a complex issue that requires a broad approach of analysis considering several factors simultaneously. The study also provides further insights regarding the relationship between eating outside the home and food waste, which is a topic of debate in the extant literature. Finally, the study improves the overall knowledge about actions that prevent food waste, which have previously been poorly investigated.

The business ecosystem perspective can be considered as a more advanced point of view for interpreting the development of local economic systems, if compared to more traditional concepts such as clusters, industrial districts, local or regional systems, and local networks. The business ecosystem perspective allows to better highlight the adaptive and evolutionary nature of local systems in front of the changing external environment and dynamics on national and international markets. The aim of the research was to analyze the key characteristics of firms belonging to a local business ecosystem specialized on an innovation-driven industry – the mechanical sector – in order to verify which kind of influence the local context still exerts on firms’ management, competitiveness, and relationships. A quantitative survey has been conducted on a sample of 104 firms located in Italy, focusing on organization, strategies, and relationships with both the internal (at the local system level) and external networks, and to relationships with the local environment and market. Results highlight the ability of firms belonging to a business ecosystem to take advantage of innovation diffusion processes and also to better develop the quality of products. An important issue that emerges is related to the cohesion of ties within the local context. When relationships are based on knowledge exchange, the evolution of smaller and weaker firms can be fostered, bringing to a general strengthening of the local system.

Purpose– The purpose of this paper is to explore how characteristics of decision-makers influence internationalization strategies within small and medium-sized enterprises (SMEs), with a particular focus on the strategic decision-making process (SDMP).Design/methodology/approach– This work is based on a sample of 165 decision-makers of SMEs, using hierarchical multiple regression to examine the relationship between the dimensions studied.Findings– The results of a regression analysis suggest that decision-makers tend to follow a more rational SDMP depending on their education level and risk attitude, and the firm’s past international performance. At the same time, the political behaviour of the decision-maker emerges as a character associated with their risk attitude and need for achievement, and it is negatively influenced by age.Originality/value– This research contributes to the growing literature on SMEs, combining the field of analysis of SDMP with that of international strategy. Moreover, unlike previous studies, which have focused on the top management team, managers, CEOs, or entrepreneurs, this study analyses the characteristics and behaviour of decision-makers.

The paper aims to examine the role of network relationships in the internationalization of Italian winemakers. Based on a case study analysis, it shows that networks are a key factor for internationalization. Firms mostly relied on their relationships with friends, tourists visiting the farm, and also local firms and agencies in the tourism industry. However, local networks among wine producers did not result as relevant for foreign market development.

This study examines the influence of decision-makers' characteristics, such as biological sex and stereotypical gender roles, on the international decision process within a small- and medium-sized enterprise (SME), with particular attention to the strategic decision-making process (SDMP). We tested our hypotheses on a sample of 188 Italian SMEs using hierarchical multiple regression. The results reveal that women have a greater ability than men to involve the organisation members in making decisions, regardless of the degree of formalisation of the process and the level of decentralisation of the responsibilities within the company. Moreover, as regard stereotypical gender roles, only masculinity showed a relationship with the SDMP dimensions, especially with the levels of formalisation and hierarchical decentralisation of decisions. This paper provides a combination of analyses of biological sex, stereotypical gender roles and SDMP dimensions. It is also one of the few studies of this kind in the field of international strategy.

This paper aims to examine how network relationships influenced the internationalization of small Italian wine producers characterized as late starters. It is based on four cases. It shows that foreign tourists helped these firms to expand internationally: they identified business opportunities, suggested firms to contact importers, contacted importers themselves to get access to the same wine in their home country or provided foreign market knowledge. Thus, small wine producers should pay more attention to attracting tourists and creating network relationship with them. Several other network relationships − for instance, with friends and relatives, Italian expatriates and other business partners − also advanced the case firms’ internationalization. Moreover, they were affected by lack of time and resources, language barriers and other factors. Thus, all these aspects also need managers’ attention. Furthermore, they should take a more strategic approach towards internationalization and understand that not all internationalization attempts succeed or result in continuous orders.

Family firms play a very important role in today’s international markets, and, during the years, there was a growing interest on family firms’ internationalization. Different authors focused on discovering which variables influence the international expansion. However, the majority of contributions have been concentrated on family firms following a gradual/step-by-step/Uppsala model type internationalization, while few studies have been tailored on born global family firms. The principal aim of this study is to examine how firms’ characteristics and external factors can enable or limit the internationalization process of born global family firms. To achieve our objective, we decided to adopt a case study method. Preliminary data were mainly collected through a first in-depth, face-to-face interview with one Italian born global firm. For examining the different aspects and factors influencing the internationalization of these firms, we decided to create a more comprehensive framework based on Gallo and Garçia Pont scheme (1996). Preliminary results show that variables stimulating the internationalization process were mainly related to top management attitudes and strategic factors. On the contrary, with specific reference to entry barriers, they were mainly associated with strategic factors and family issues.

International business scholars still pay the most attention to two firm types: (1) gradual/step-by-step/Uppsala type internationalizers and (2) international new ventures/born globals. Serial nonlinear internationalizers (SNIs) – firms with several subsequent exits and re-entries or considerable foreign involvement fluctuations – have received almost no attention. This exploratory study aims to contribute to the emerging serial nonlinear internationalization literature by (1) discussing the nature of an Italian machinery producer's serial nonlinear internationalization, (2) explaining why it internationalized nonlinearly and (3) developing research implications. It concludes that despite having had a year or more without export activities in 29 countries (in eight of them twice or more) and activities only in seven countries in 2011, this firm has been relatively successful. Thus, de-internationalization is not automatically a sign of failure. Moreover, subsequent de- and re-internationalizations are normal for other firms besides project businesses, especially if their markets are small and exit/re-entry costs low.

The purpose of this paper is to examine the internationalization of Small and Medium-Sized Enterprises (SMEs) in the mechanical manufacturing sector. The focus of the paper is on the factors affecting both the strategic choices and the changes that occurred during the internationalization process, after the first foreign market entry. To accomplish this goal, quantitative research has been performed through a survey on entrepreneurs and managers of 60 Italian SMEs. The questionnaires collected were used to perform a cluster analysis in order to identify various groups of companies exhibiting similar behaviours. This study provided a valuable contribution to the knowledge of SMEs' internationalization in general and of the mechanical sector in particular, showing the importance of analysing when a firm decides to change its markets or its entry mode, along a continuum of reactive versus proactive changes.

This paper examines the case of clay shooting clubs in Italy by focusing on their main characteristics. An analysis has been conducted on a sample of 200 clay target shooting clubs. Results show that most clubs only offer shooting practice, being rather insensitive to the usability, comfort and aesthetics of the environment in which shooting sessions are performed. Confirming the above, findings from the cluster analysis revealed that the most effective clubs are those with a larger size, good organization and management, they have the ability to attract shooters, while providing a wide range of services that contribute to additional revenues and financial viability. This research adds to the sports management literature in two main ways. First, it conducts an in-depth analysis of the management of non-profit sports clubs. Second, it brings to the fore two options in how better management approaches could be developed.

Although several scholars have examined a possible relation between international tourism flow and international trade and confirmed that wine tourism creates marketing opportunities to sell products, most have carried out quantitative research. Therefore, there is a lack of exploratory and qualitative research. Moreover, it is also necessary to study why some wine producers internationalize suddenly after being local-market oriented for decades (become born-again globals/-internationals) and why they experience difficulties in internationalization as such firms have received less attention in internationalization literature. This study contributes toward closing these gaps and aims to examine the influence of international tourism on the internationalization process of Italian SMEs producing Bianchello del Metauro wine.

Purpose – The purpose of this paper is to examine the internationalization of small- and medium-sized enterprises (SMEs) in regard to the international market selection (IMS) and entry mode selection (EMS) processes. Design/methodology/approach – To achieve this, an examination of the degree of systematic/active behaviour during IMS and EMS on a sample of 221 SMEs was conducted. Moreover, the paper sought to comprehend whether SMEs select foreign market and entry mode in a separate and sequential way, and whether there is a relationship between the sequentiality of IMS and EMS, on one side, and SME behaviour during these two processes, on the other side. Findings – Results revealed that SMEs have a non-systematic and passive behaviour during IMS and EMS, respectively. Moreover, a high predilection in performing the two processes contemporaneously or without any logic was found. Finally, a strong relation between sequentiality of IMS and EMS and degree of systematic and active behaviour during the processes existed. Originality/value – In this study, using a sample of SMEs located in a region of Italy, SME behaviour in the IMS and entry mode choice processes was tested.

This paper investigates the relationship between the contextual factors related to the firm’s decision-maker and the process of international strategic decision-making. The analysis has been conducted focusing on small and medium-sized enterprises (SME). Data for the research came from 111 usable responses to a survey on a sample of SME decision-makers in international field. The results of regression analysis indicate that the context variables, both internal and external, exerted more influence on international strategic decision making process than the decision-maker personality characteristics.

The purpose of this paper was to analyze the internationalization of small and medium-sized enterprises (SMEs) in relation to the international market selection (IMS). To accomplish this, an investigation of the primary factors influencing SMEs’ choice when selecting international marketswith a systematic approach way was conducted. In addition we sought to understand whether there was a relationship between the systematic approach in IMS and the characteristics of SMEs. Results revealed that the majority of SMEs adopt a non-systematic IMS. However, in the case of SMEs following a systematic approach to IMS, the study pointed out that SMEs are influenced by firm-specific and host country factors, but not by entry barriers like geographic and cultural distance. In addition, results illustrated the existence of a relationship between systematic IMS and firm size.

This article aims to contribute to the international and East-West business literature by discussing the nature of nonlinear internationalization based on a case study of an Italian firm, Meccanica Valle Metauro S.r.l., that had activities in Central and Eastern Europe and other countries and by identifying causes of nonlinearities. The study concludes that nonlinear internationalization may be caused by different internal and external factors and actors; that it can occur once or several times; that foreign market exit may be temporary (followed by re-entry) and permanent; and that de-internationalization does not always mean a failure for the firm.

The purpose of this paper is to explore different aspects of SMEs’ strategic decision-making processes in international business. In particularly, we want to understand if exist a relationship between SMEs’ decision-maker characteristics (e.g. international experience, nationality, skill), and the process of strategic decision-making in international field. To achieve this, an examination of these aspects on a sample of 77 SMEs was conducted.Main results revealed that there is a strong relationship between decision-maker education and two important phases of internationalstrategic decision-making process, that are International Market Selection and Entry Mode Selection.

Using a resource-based view model, this paper examines the main factors influencing Small and Medium-Sized Enterprise (SME) international entry mode selection. In addition, a possible relationship between firms belonging to industrial districts and the entry mode choice has been verified. Data for the analysis of this study were collected interviewing 221 owners/managers of SMEs in Italy. Results showed that entry mode decisions are mainly influenced by firm specific factors. Furthermore, the study does not support the hypothesis of a connection between the firm’s belonging to an industrial district and firms’ behavior in entry mode selection. This study has made it possible to detect by a resource-based perspective the main factors influencing the choice of entry modes.

Questo articolo prende in esame il tema dell'internazionalizzazione commerciale delle piccole e medie imprese (PMI), e in particolare il processo di selezione dei mercati esteri, su cui vi č ancora carenza di contributi di ricerca. L'obiettivo del lavoro č quello di analizzare il comportamento delle PMI cercando di capire se la selezione dei mercati esteri precede o segue la scelta della modalitÀ di entrata e quanto i due processi risultano fra loro collegati. L'analisi č stata realizzata attraverso una ricerca empirica condotta su un campione di duecentoventidue PMI. I risultati hanno evidenziato delle discrepanze fra i contribu- ti teorici finora prodotti e il comportamento riscontrato, mostrando un approccio prevalentemente passivo e non strategico e una prevalente contestualitÀ fra selezione del mercato e scelta della modalitÀ di entrata.

Il criterio con cui le imprese della grande distribuzione selezionano i fornitori tiene sempre piů conto dell'esigenza di rendere gli assortimenti differenziati, aumentando le opportunitÀ per i fornitori minori con specializzazioni di nicchia. Questo lavoro si pone l'obiettivo di analizzare i cambiamenti che stanno caratterizzando i rapporti fra le piccole e medie imprese (Pmi) produttrici e le imprese della grande distribuzione (Gd). L'analisi trae spunto da una ricerca condotta su un campione di Pmi del settore alimentare finalizzata a comprendere la prospettiva dei produttori nel rapporto con le imprese della Gd nazionale ed estera. Dalla ricerca emerge come l'importanza dei criteri di valutazione si stia progressivamente spostando verso aspetti riguardanti la capacitÀ del fornitore di sostenere rapporti secondo logiche evolute, soprattutto in termini di efficienza e controllo delle filiere.