International entrepreneurial orientation and regional expansion

Nathaniel Boso*, Pejvak Oghazi, Magnus Hultman

*Corresponding author for this work

Research output: Contribution to journalArticleScientificpeer-review

46 Citations (Scopus)


This study examines how behavioral elements of international entrepreneurial orientation (i.e. product innovativeness, risk-taking, proactiveness, competitive aggressiveness, and autonomy) increase variability in scope of regional market expansion, and the international marketing channel management conditions under which this occurs. Results from an empirical study in a developing market show that not all behavioral elements of international entrepreneurial orientation (IEO) increase scope of regional expansion. The study specifically finds that scope of regional expansion is fostered when high levels of product innovation intensity, risk-taking, competitive aggressiveness, and autonomous behaviors are aligned with a stronger channel management capability. Conversely, the regional expansion values of product innovation novelty and proactiveness are cancelled out when channel management capability levels are high.
Original languageEnglish
Peer-reviewed scientific journalEntrepreneurship and Regional Development
Issue number1-2
Pages (from-to)4-26
Number of pages23
Publication statusPublished - 2017
MoE publication typeA1 Journal article - refereed


  • 512 Business and Management
  • regional expansion
  • international scope
  • international entrepreneurial-oriented behaviors
  • channel management capability
  • Sub-Sahara Africa


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