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PurposeThis study aims to analyse the relationship between the internationalisation performance of the company and, on the one hand, the factors that determine the internationalisation strategy and, on the other hand, the factors considered as inducers of this internationalisation process. The purpose of this study is to relate the determinants and inducing factors of the internationalisation process with the performance of internationalised companies, trying to assess how these determinants and these factors contribute to better performance.Design/methodology/approachThe authors sent out a questionnaire to Portuguese exporting companies, containing questions regarding determinant factors associated with both the characteristics of origin market and target market of the internationalisation process and internationalisation inducing factors. The questionnaire results were subjected to a regression analysis.FindingsThe results indicate a positive relationship with the characteristics of the domestic market, more specifically with the need to reduce and diversify risk and the need to win new markets and consumers. Regarding the characteristics of the foreign market, there is a positive relationship with the determinants: follow customers and favourable perspectives of growth in the new market. In relation to the internationalisation inducing factors, those factors that the entrepreneur recognises as the triggers of the internationalisation strategy, the researchers found the existence of a positive relationship with formal and informal contact networks, as well as specific employee skills, international experience and strong propensity for entrepreneurship and risk-taking.Research limitations/implicationsThis study presents some limitations. On the one hand, the fact that the authors used the questionnaires, which seemed to be the most adequate approach, brings as a drawback the reduced number of answers. Further collection is in order to increase the sample under study. On the other hand, the literature presents different approaches that may be tested as well as the possibility of including other types of variables that the researchers will address in future studies.Originality/valueBy analysing the relationship between company performance in the internationalisation process and the factors that determine and induce this internationalisation process, this study seeks to identify which factors entrepreneurs should favour and strengthen to obtain a better performance in the internationalisation process. In addition, the authors use the concept of inducing factors that represent the firm's characteristics that trigger the internationalisation strategy. In a complementary perspective, the authors intend to contribute to the identification of the factors that new Portuguese entrepreneurs should pay more attention to, when starting their internationalisation process and that will improve their performance. |
