The Role of Inter-Personal Networks in SME Internationalisation ii

This dissertation examines the relationship between managers ‟ inter-personal networks and SME internationalisation. While several studies have explored the role of inter-personal networks, research has concentrated on explorative analysis, and neglected to establish an economic link between inter-personal networks and the actual internationalisation outcome. Limited research has devoted effort to examining how various types of inter-personal networks may differ in affecting firms‟ internationalisation. In addition, many studies have failed to include potentially moderating variables such as family ownership and the firm‟s resource endowments. We argue that the confounding effects derived from inter-personal networks on SME internationalisation are determined by the means with which they are acquired, i.e. a formal versus informal setting. This dissertation‟s results indicate that, while formal inter-personal networks positively influence SME internationalisation, the opposite holds for informal inter-personal networks. The positive impact of formal inter-personal networks is weaker if the SME is a family firm, while the negative impact of informa