Pub Date : 2025-08-01Epub Date: 2025-04-18DOI: 10.1016/j.ibusrev.2025.102455
Dr Sara Fraccastoro , Dr Heini Vanninen , Prof Mika Gabrielsson
The ongoing digital transformation is influencing international entrepreneurship. Current knowledge on that transformation is scattered across various fields. The current research comprises a systematic literature review and a thematic mapping covering the areas of digital internationalization, digital entrepreneurship, and digital entrepreneurial internationalization. Our initial sample consisted of 1138 articles published in 64 journals over 24 years. We contribute to research in the field by mapping out digital entrepreneurial internationalization as an emergent research area, suggesting avenues to advance its theoretical foundations and methodological stances, and analysing the characteristics and various contexts permeating the area.
{"title":"Two decades of research on digitalization, entrepreneurship, and internationalization: What foundations do they provide for research on digital entrepreneurial internationalization?","authors":"Dr Sara Fraccastoro , Dr Heini Vanninen , Prof Mika Gabrielsson","doi":"10.1016/j.ibusrev.2025.102455","DOIUrl":"10.1016/j.ibusrev.2025.102455","url":null,"abstract":"<div><div>The ongoing digital transformation is influencing international entrepreneurship. Current knowledge on that transformation is scattered across various fields. The current research comprises a systematic literature review and a thematic mapping covering the areas of digital internationalization, digital entrepreneurship, and digital entrepreneurial internationalization. Our initial sample consisted of 1138 articles published in 64 journals over 24 years. We contribute to research in the field by mapping out <em>digital entrepreneurial internationalization</em> as an emergent research area, suggesting avenues to advance its theoretical foundations and methodological stances, and analysing the characteristics and various contexts permeating the area.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102455"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239746","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-08-01Epub Date: 2025-02-10DOI: 10.1016/j.ibusrev.2025.102402
Xinrui Liu , Michael Mayer , Dimo Dimov
Despite the importance of returnee entrepreneurs’ prior international experience, its conceptualization and effect on firm outcomes remain unclear. We propose a new framework for understanding prior international experience, consisting of three components: length of time, cultural distance, and cultural specificity, along with their interactions. Our study examines how returnees' international experience impacts firms' entrepreneurial orientation (EO) and speed of internationalization. Using data from 216 Chinese internationalizing SMEs, we find that prior international experience positively influences the speed of internationalization, both directly and indirectly through EO. Cultural distance between the experienced host country and the returnee's home country, and that between the experienced host country and the firm’s internationalizing country, moderate these relationships. The cultural distance to the returnee’s home country seems to be an asset, whereas that to the firm’s internationalizing country seems to be a liability. We discuss theoretical and managerial implications for international experience conceptualization and returnee entrepreneurship.
{"title":"Returnee entrepreneurs’ international experience: Effects on entrepreneurial orientation and speed of internationalization","authors":"Xinrui Liu , Michael Mayer , Dimo Dimov","doi":"10.1016/j.ibusrev.2025.102402","DOIUrl":"10.1016/j.ibusrev.2025.102402","url":null,"abstract":"<div><div>Despite the importance of returnee entrepreneurs’ prior international experience, its conceptualization and effect on firm outcomes remain unclear. We propose a new framework for understanding prior international experience, consisting of three components: length of time, cultural distance, and cultural specificity, along with their interactions. Our study examines how returnees' international experience impacts firms' entrepreneurial orientation (EO) and speed of internationalization. Using data from 216 Chinese internationalizing SMEs, we find that prior international experience positively influences the speed of internationalization, both directly and indirectly through EO. Cultural distance between the experienced host country and the returnee's home country, and that between the experienced host country and the firm’s internationalizing country, moderate these relationships. The cultural distance to the returnee’s home country seems to be an asset, whereas that to the firm’s internationalizing country seems to be a liability. We discuss theoretical and managerial implications for international experience conceptualization and returnee entrepreneurship.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102402"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239870","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-08-01Epub Date: 2025-04-11DOI: 10.1016/j.ibusrev.2025.102450
Ekaterina Turkina , Ari Van Assche , Ram Mudambi
This study investigates how multinational enterprises (MNEs) leverage cross-border innovation to enhance their capacity for orchestrating global value chains (GVCs). Grounded in systems integration theory, and using the context of the aircraft engine industry of the aerospace sector, we propose that architectural knowledge is imperative for MNEs to orchestrate their GVCs. This leads us to hypothesize that orchestrating MNEs possess a broader technological scope and a wider range of cross-border innovations compared to other firms. Moreover, we demonstrate the rising complexity and interdependency of the sector’s technological system and conjecture that this increases the scope advantage that orchestrating MNEs need over other firms. To test these hypotheses, we analyze a unique longitudinal dataset on formal inter-firm linkages from 2002 to 2014. Our findings provide empirical support for our theoretical predictions.
{"title":"Cross-border innovation for global value chain orchestration","authors":"Ekaterina Turkina , Ari Van Assche , Ram Mudambi","doi":"10.1016/j.ibusrev.2025.102450","DOIUrl":"10.1016/j.ibusrev.2025.102450","url":null,"abstract":"<div><div>This study investigates how multinational enterprises (MNEs) leverage cross-border innovation to enhance their capacity for orchestrating global value chains (GVCs). Grounded in systems integration theory, and using the context of the aircraft engine industry of the aerospace sector, we propose that architectural knowledge is imperative for MNEs to orchestrate their GVCs. This leads us to hypothesize that orchestrating MNEs possess a broader technological scope and a wider range of cross-border innovations compared to other firms. Moreover, we demonstrate the rising complexity and interdependency of the sector’s technological system and conjecture that this increases the scope advantage that orchestrating MNEs need over other firms. To test these hypotheses, we analyze a unique longitudinal dataset on formal inter-firm linkages from 2002 to 2014. Our findings provide empirical support for our theoretical predictions.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102450"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239742","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-08-01Epub Date: 2025-04-02DOI: 10.1016/j.ibusrev.2025.102448
Beiting He , Guangyi Xu , Xinran Gu
With the increasing global presence of Chinese firms, the number of Chinese expatriates has increased. Concurrently, academic interest in identifying factors that influence the relationship between expatriates and host country nationals (HCNs) has grown. However, less attention has been paid to the dynamic interactions between Chinese expatriates and HCN subcategories. This study explores the differentiated Chinese expatriate–HCN interactions and potential influence of organizational human resource management (HRM) practices on this dynamic. We conducted a single case study and collected data through semi-structured interviews with 33 Chinese expatriates. The findings suggested that Chinese expatriates interacted differently with different HCN subcategories. Specifically, their interactions with HCN employees (customers) were need-oriented (utilitarian-oriented). Organizational HRM practices had a double-edged effect on the dynamic interaction process. Overall, this study offers a nuanced and highly contextualized understanding of the significance of expatriate–HCN interactions and role of organizational HRM practices in facilitating this process.
{"title":"Within-group differences: Differentiated Chinese expatriate-HCN interactions and the influence of human resource management practices","authors":"Beiting He , Guangyi Xu , Xinran Gu","doi":"10.1016/j.ibusrev.2025.102448","DOIUrl":"10.1016/j.ibusrev.2025.102448","url":null,"abstract":"<div><div>With the increasing global presence of Chinese firms, the number of Chinese expatriates has increased. Concurrently, academic interest in identifying factors that influence the relationship between expatriates and host country nationals (HCNs) has grown. However, less attention has been paid to the dynamic interactions between Chinese expatriates and HCN subcategories. This study explores the differentiated Chinese expatriate–HCN interactions and potential influence of organizational human resource management (HRM) practices on this dynamic. We conducted a single case study and collected data through semi-structured interviews with 33 Chinese expatriates. The findings suggested that Chinese expatriates interacted differently with different HCN subcategories. Specifically, their interactions with HCN employees (customers) were need-oriented (utilitarian-oriented). Organizational HRM practices had a double-edged effect on the dynamic interaction process. Overall, this study offers a nuanced and highly contextualized understanding of the significance of expatriate–HCN interactions and role of organizational HRM practices in facilitating this process.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102448"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239754","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-08-01Epub Date: 2025-05-13DOI: 10.1016/j.ibusrev.2025.102457
Man Yang , Peter Gabrielsson , Mika Gabrielsson , Seppo Pynnönen
The international business field lacks research on how decision-making logics lead to SMEs’ international performance and what mechanisms are involved. This study examines the relationship between decision-making logics (effectuation and causation) and international performance of SMEs and contributes by highlighting the crucial role of international entrepreneurial marketing. We used structural equation partial least squares in the empirical study with a cross-country sample of 489 internationalizing SMEs from China, Finland, and New Zealand. The results reveal that international entrepreneurial marketing fully mediates the positive effectuation–performance relationship and the mediation effect is stronger among SMEs from developing markets and offering services. We show that international entrepreneurial marketing partially mediates the positive causation–performance relationship and the mediation effect is stronger among SMEs from developed markets and among those that offer products.
{"title":"Turning decision-making logic into international performance among SMEs: Revealing the importance of international entrepreneurial marketing","authors":"Man Yang , Peter Gabrielsson , Mika Gabrielsson , Seppo Pynnönen","doi":"10.1016/j.ibusrev.2025.102457","DOIUrl":"10.1016/j.ibusrev.2025.102457","url":null,"abstract":"<div><div>The international business field lacks research on how decision-making logics lead to SMEs’ international performance and what mechanisms are involved. This study examines the relationship between decision-making logics (effectuation and causation) and international performance of SMEs and contributes by highlighting the crucial role of international entrepreneurial marketing. We used structural equation partial least squares in the empirical study with a cross-country sample of 489 internationalizing SMEs from China, Finland, and New Zealand. The results reveal that international entrepreneurial marketing fully mediates the positive effectuation–performance relationship and the mediation effect is stronger among SMEs from developing markets and offering services. We show that international entrepreneurial marketing partially mediates the positive causation–performance relationship and the mediation effect is stronger among SMEs from developed markets and among those that offer products.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102457"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239750","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-08-01Epub Date: 2025-03-28DOI: 10.1016/j.ibusrev.2025.102446
Jakob Lauring , Charlotte Jonasson , Guro Refsum Sanden
The implementation of corporate language policies is widely regarded as a strategy for improving communication and coordination across globally dispersed organizations. However, employees who experience a mismatch between the corporate language and their competencies or job requirements may resist the policy or attempt to change it, as documented in existing language-sensitive international business research. Nevertheless, the long-term effects of resistance against a language policy initiative have yet to be explored. We applied a two-year qualitative study following the top management’s decision to use English as a corporate language in a Danish organization. Results showed that discrepancies between external job requirements and policy directions were used by employees as a source of power to legitimize reinterpretations of the policy leading to a language destandardization process with important consequences for the organization. These findings contribute to literature on language policy implementations by describing how negotiated reactions change the practice of a policy.
{"title":"When can resistance to a standardization policy result in destandardization? The case of corporate language implementation","authors":"Jakob Lauring , Charlotte Jonasson , Guro Refsum Sanden","doi":"10.1016/j.ibusrev.2025.102446","DOIUrl":"10.1016/j.ibusrev.2025.102446","url":null,"abstract":"<div><div>The implementation of corporate language policies is widely regarded as a strategy for improving communication and coordination across globally dispersed organizations. However, employees who experience a mismatch between the corporate language and their competencies or job requirements may resist the policy or attempt to change it, as documented in existing language-sensitive international business research. Nevertheless, the long-term effects of resistance against a language policy initiative have yet to be explored. We applied a two-year qualitative study following the top management’s decision to use English as a corporate language in a Danish organization. Results showed that discrepancies between external job requirements and policy directions were used by employees as a source of power to legitimize reinterpretations of the policy leading to a language destandardization process with important consequences for the organization. These findings contribute to literature on language policy implementations by describing how negotiated reactions change the practice of a policy.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102446"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239759","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-08-01Epub Date: 2025-02-15DOI: 10.1016/j.ibusrev.2025.102414
Fernanda Cahen , Felipe Borini , Charles Dhanaraj , Rafael Morais
What do digital ventures need to expand globally? To address this question, we investigate the intersection of capability development in new venture internationalization and the role of digitalization in creating and exploiting these capabilities. Drawing on the capability lens and earlier findings in international entrepreneurship (IE) research, we introduce the concept of global digital competence (GDC). We define it as a measure of a digital venture’s ability to enter and succeed in international markets. It is operationalized as a multidimensional construct, encompassing global sensing, business model dexterity, business connectivity, and technology platform connectivity. Using mixed-method research, we develop, refine, and validate a measurement scale for GDC with qualitative case studies and a quantitative survey. We discuss how the GDC scale can support robust empirical investigations into the global evolution of digital ventures and outline key implications for theory, practice, and policy.
{"title":"Unpacking global digital competence in the contemporary international venture","authors":"Fernanda Cahen , Felipe Borini , Charles Dhanaraj , Rafael Morais","doi":"10.1016/j.ibusrev.2025.102414","DOIUrl":"10.1016/j.ibusrev.2025.102414","url":null,"abstract":"<div><div>What do digital ventures need to expand globally? To address this question, we investigate the intersection of capability development in new venture internationalization and the role of digitalization in creating and exploiting these capabilities. Drawing on the capability lens and earlier findings in international entrepreneurship (IE) research, we introduce the concept of <em>global digital competence</em> (GDC). We define it as a measure of a digital venture’s ability to enter and succeed in international markets. It is operationalized as a multidimensional construct, encompassing <em>global sensing, business model dexterity, business connectivity,</em> and <em>technology platform connectivity</em>. Using mixed-method research, we develop, refine, and validate a measurement scale for GDC with qualitative case studies and a quantitative survey. We discuss how the GDC scale can support robust empirical investigations into the global evolution of digital ventures and outline key implications for theory, practice, and policy.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102414"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239868","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-08-01Epub Date: 2025-02-27DOI: 10.1016/j.ibusrev.2025.102421
Gary Knight , Zaheer Khan , Niina Nummela
In this editorial for the Special Issue of International Business Review, we examine research on born global firms (BGs), international new ventures (INVs), and international entrepreneurship (IE). This issue marks the 30th and 20th anniversaries, respectively, of the seminal works by Oviatt and McDougall (1994) and Knight and Cavusgil (2004). BGs and INVs represent enterprising firms that begin internationalizing at or near their founding. IE emphasizes proactive, innovative, and risk-seeking behaviours that identify and exploit international opportunities to achieve superior international performance. After examining research on BGs, INVs and IE since 1994, we explore how recent phenomena have altered the international business (IB) environment and the impact that these shifts have had on early internationalizing firms. We then introduce and summarize the articles in this special issue. We conclude by proposing potential themes and theoretical perspectives for future research in this distinctive area of IB.
{"title":"Born globals, international new ventures, and international entrepreneurship: Reflections and a research agenda","authors":"Gary Knight , Zaheer Khan , Niina Nummela","doi":"10.1016/j.ibusrev.2025.102421","DOIUrl":"10.1016/j.ibusrev.2025.102421","url":null,"abstract":"<div><div>In this editorial for the Special Issue of <em>International Business Review</em>, we examine research on born global firms (BGs), international new ventures (INVs), and international entrepreneurship (IE). This issue marks the 30th and 20th anniversaries, respectively, of the seminal works by Oviatt and McDougall (1994) and Knight and Cavusgil (2004). BGs and INVs represent enterprising firms that begin internationalizing at or near their founding. IE emphasizes proactive, innovative, and risk-seeking behaviours that identify and exploit international opportunities to achieve superior international performance. After examining research on BGs, INVs and IE since 1994, we explore how recent phenomena have altered the international business (IB) environment and the impact that these shifts have had on early internationalizing firms. We then introduce and summarize the articles in this special issue. We conclude by proposing potential themes and theoretical perspectives for future research in this distinctive area of IB.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102421"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239867","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-08-01Epub Date: 2025-03-25DOI: 10.1016/j.ibusrev.2025.102444
Stephan Gerschewski , Sonja Kristin Franzke , Fabian Jintae Froese , Gary Knight
What does ‘success’ mean for entrepreneurs in different institutional environments? Drawing on institutional theory, we explore how the success perceptions of entrepreneurs are shaped by their interpretations of the institutional environment across countries. Based on 87 semi-structured, in-depth interviews with digital start-ups in China, Germany, and the United Kingdom (UK), we find that success perceptions differ substantially across institutional contexts. Our findings suggest that success perceptions balance the individual preferences of entrepreneurs and the need to adapt to the institutional environment. We contribute to understanding on differences in entrepreneurship across countries by examining how institutions can influence entrepreneurial response strategies and outcomes. In addition, we provide a novel perspective on the role of entrepreneurial agency in the context of strong institutional influences.
{"title":"Purpose versus profit: How institutions shape entrepreneurial success across countries","authors":"Stephan Gerschewski , Sonja Kristin Franzke , Fabian Jintae Froese , Gary Knight","doi":"10.1016/j.ibusrev.2025.102444","DOIUrl":"10.1016/j.ibusrev.2025.102444","url":null,"abstract":"<div><div>What does ‘success’ mean for entrepreneurs in different institutional environments? Drawing on institutional theory, we explore how the success perceptions of entrepreneurs are shaped by their interpretations of the institutional environment across countries. Based on 87 semi-structured, in-depth interviews with digital start-ups in China, Germany, and the United Kingdom (UK), we find that success perceptions differ substantially across institutional contexts. Our findings suggest that success perceptions balance the individual preferences of entrepreneurs and the need to adapt to the institutional environment. We contribute to understanding on differences in entrepreneurship across countries by examining how institutions can influence entrepreneurial response strategies and outcomes. In addition, we provide a novel perspective on the role of entrepreneurial agency in the context of strong institutional influences.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102444"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239745","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-08-01Epub Date: 2025-04-17DOI: 10.1016/j.ibusrev.2025.102454
Peter Magnusson , Stanford A. Westjohn
We investigate the relative effectiveness of different persuasive appeals in international e-mail customer acquisition marketing campaigns. We conducted three separate experiments, including two lab experiments and one field experiment, to examine the impact of different persuasive appeals on customers. Our research specifically focuses on consensus and authority-focused persuasive appeals. Our findings consistently show that when there is a small cultural distance between the seller and potential buyer, consensus appeals are more effective. On the other hand, when there is a large cultural distance, authority appeals are more effective.
{"title":"The effect of distance on persuasion in international e-mail marketing campaigns","authors":"Peter Magnusson , Stanford A. Westjohn","doi":"10.1016/j.ibusrev.2025.102454","DOIUrl":"10.1016/j.ibusrev.2025.102454","url":null,"abstract":"<div><div>We investigate the relative effectiveness of different persuasive appeals in international e-mail customer acquisition marketing campaigns. We conducted three separate experiments, including two lab experiments and one field experiment, to examine the impact of different persuasive appeals on customers. Our research specifically focuses on consensus and authority-focused persuasive appeals. Our findings consistently show that when there is a small cultural distance between the seller and potential buyer, consensus appeals are more effective. On the other hand, when there is a large cultural distance, authority appeals are more effective.</div></div>","PeriodicalId":51352,"journal":{"name":"International Business Review","volume":"34 4","pages":"Article 102454"},"PeriodicalIF":5.9,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144239751","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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