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this study is to understand how Chinese entrepreneurs in SMEs are using their social networks to internationalize their operations. (Hereafter, we refer to “social networks” interchangeably as guanxi, following Zhou, Wu, & Luo, 2007.) A basic premise is the recognition that factors in any sociocultural and business environment will directly affect the behavior, performance, and success of local entrepreneurs (Kim, Hurh, & Fernandez, 1989).

This is particularly true in China, where social networking through guanxi has been found to determine success not only in business activities, but also in industrialization and modernization (Hutchings & Weir, 2006). Three research questions guide this study: What motivates Chinese entrepreneurs to undertake internationalization? What paths do Chinese entrepreneurs take toward internationalization? what role do culture and social networks (guanxi) play in Chinese SMEentrepreneurs’ path of internationalization? 2009 Wiley Periodicals, Inc. Published online in Wiley InterScience (www.interscience.wiley.com) Global Business and Organizational Excellence ? DOI: 10.1002/joe.20299 ? November/December 2009 61 The first two questions relate to microlevel issues and decisions involving entrepreneurs themselves, whereas the third question links these decisions conceptually to elements in the broader social context of the Chinesemarket.

We expect to find that guanxi plays a significant, if not critical, role in any internationalization efforts by Chinese entrepreneurs. We first present a brief economic profile of the Chinese market in order to characterize local conditions in which Chinese SME entrepreneurs undertake nternationalization. Next, we review relevant contributions to the literature in order to establish a theoretical basis for developing an interview protocol for use in personal interviews with entrepreneurs in China. Our research method is described in detail before results are presented and compared to previous findings reported in the literature. This “closedloop” approach is a key feature of the study because it ensures that our results do not remain merely anecdotal but are fully integrated into the existing body of knowledge. Then we explore managerial implications, acknowledge limitations of the study, and outline specific avenues for further research. This is a pioneering analysis of cultural factors affecting internationalization of Chinese entrepreneurs. Findings from this exploratory research will lead us to conclude that current theories of internationalization do not adequately reflect the actual experience of Chinese entrepreneurs who use guanxi for internationalization.

This is a key contribution of the article and is supported by an urgent call for scholars to re-examine established theories in light of the new realities of internationalization, as the process is being experienced in China. The Chinese Economy and Chinese Entrepreneurs in SMEs By the late 1970s, Lester (1978) had already recognized that the entrepreneurial orientation of Chinese people would become a source of real strength for the national economy. Wei, Varela,本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。