<?xml version="1.0" encoding="ISO-8859-1"?><article xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance">
<front>
<journal-meta>
<journal-id>0120-8160</journal-id>
<journal-title><![CDATA[Revista EAN]]></journal-title>
<abbrev-journal-title><![CDATA[Rev. esc.adm.neg]]></abbrev-journal-title>
<issn>0120-8160</issn>
<publisher>
<publisher-name><![CDATA[Universidad EAN]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S0120-81602021000100123</article-id>
<article-id pub-id-type="doi">10.21158/01208160.n90.2021.2849</article-id>
<title-group>
<article-title xml:lang="en"><![CDATA[Effects of the psychological characteristics of CEOS at the levels of business internationalization: the case of the born global in Latin America]]></article-title>
<article-title xml:lang="es"><![CDATA[Efectos de las características psicológicas del CEOS en los niveles de internacionalización empresarial: el caso de las Born Global en América Latina]]></article-title>
<article-title xml:lang="pt"><![CDATA[Efeitos das características psicológicas dos CEOs nos níveis de internacionalização empresarial: o caso das Born Global na América Latina]]></article-title>
<article-title xml:lang="fr"><![CDATA[Caractéristiques psychologiques des dirigeants d&#8217;entreprise (PDG) et effets sur le taux d'internationalisation des organisations: le cas des sociétés de type Born Global en Amérique latine]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[García-Cediel]]></surname>
<given-names><![CDATA[Gustavo]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af1">
<institution><![CDATA[,Universidad de Cartagena  ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Colombia</country>
</aff>
<pub-date pub-type="pub">
<day>00</day>
<month>06</month>
<year>2021</year>
</pub-date>
<pub-date pub-type="epub">
<day>00</day>
<month>06</month>
<year>2021</year>
</pub-date>
<numero>90</numero>
<fpage>123</fpage>
<lpage>138</lpage>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_arttext&amp;pid=S0120-81602021000100123&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_abstract&amp;pid=S0120-81602021000100123&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_pdf&amp;pid=S0120-81602021000100123&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="en"><p><![CDATA[Abstract The aim of this document is to analyze not only the relationship among orientation towards innovation, proactiveness, and risk tolerance, chosen by the literature as three of the most important psychological characteristics of CEOs, but also the export intensity in a special type of firms: the Born Global, characterized by being small firms that, before completing their first three years up and running, have already started international operations with more than 25 % of their sales directed to international markets. The theoretical framework of the paper uses the Upper Echelons approach, which considers that the demographic and psychological characteristics of the management team end up being determinant in the results of the companies. A Binary Logistic Regression based on data from the Global Entrepreneurship Monitor in twelve Latin American countries in 2016 was used as the statistical analysis methodology. As a result, it is found that the orientation towards innovation, studied from product and process innovation, is determinant to achieve successful internationalization processes. In contrast, proactiveness and risk tolerance were found to be non-determinant. This implies that companies should take measures to decisively promote innovation and intra-entrepreneurship mechanisms within themselves, and thus facilitate their integration into international markets.]]></p></abstract>
<abstract abstract-type="short" xml:lang="es"><p><![CDATA[Resumen Este documento tiene como objetivo analizar la relación entre la orientación a la innovación, la proactividad y la tolerancia al riesgo, escogidas por la literatura como tres de las características psicológicas más importantes de los CEO, y la intensidad exportadora en un tipo especial de firmas como son las Born Global, las cuales se caracterizan por ser firmas pequeñas que, antes de los tres años, ya han iniciado operaciones internacionales y donde más del 25 % de sus ventas se dirigen a los mercados internacionales. Como marco teórico del documento se utiliza el enfoque Upper Echelons el cual considera que las características demográficas y psicológicas del equipo directivo terminan siendo determinantes en los resultados de las compañías. Como metodología de análisis estadístico se utilizó una Regresión Logística Binaria basada en los datos del Global Entrepreneurship Monitor utilizando datos de doce países de Latinoamérica en el año 2016. Como resultado se encuentra que la orientación a la innovación, estudiada desde la innovación de productos y de procesos, es determinante para lograr procesos exitosos de internacionalización. Por el contrario, la proactividad y la tolerancia al riesgo resultaron ser no determinantes. Ello implica que las compañías deben tomar medidas para promover decididamente los mecanismos de innovación e intra emprendimiento al interior de ellas y con ello facilitaran su inserción en los mercados internacionales.]]></p></abstract>
<abstract abstract-type="short" xml:lang="pt"><p><![CDATA[Resumo Este documento tem como objetivo analisar a relação entre a orientação à inovação, a proatividade e a tolerância ao risco, escolhidas pela literatura como três das características psicológicas mais importantes dos CEOs, e a intensidade exportadora em um tipo especial de firmas como a Born Global, que se caracterizam por serem pequenas empresas que, antes de três anos, já iniciaram operações internacionais e mais de 25 % de suas vendas são direcionadas ao mercado internacional. Como referencial teórico do documento, utilizou-se a abordagem Upper Echelons, que considera que as características demográficas e psicológicas da equipe de gestão acabam por ser determinantes nos resultados das empresas. Como metodologia de análise estatística, foi utilizada a Regressão Logística Binária com base nos dados do Global Entrepreneurship Monitor, utilizando dados de doze países da América Latina em 2016. Como resultado, notou-se que a orientação para a inovação, estudada a partir da inovação de produtos e processos, é decisiva para alcançar processos bem-sucedidos de internacionalização. Ao contrário, a proatividade e a tolerância ao risco revelaram-se não determinantes. Isso implica que as empresas devem tomar medidas para promover de forma decisiva os mecanismos de inovação e intraempreendedorismo dentro delas e, assim, facilitar a sua inserção nos mercados internacionais.]]></p></abstract>
<abstract abstract-type="short" xml:lang="fr"><p><![CDATA[Résumé Ce document vise à analyser la relation entre l'innovation, la proactivité et la tolérance au risque - trois des caractéristiques psychologiques les plus importantes des PDG - avec la propension à l&#8217;exportation des entreprises de type Born Global - entreprises ayant déjà réalisées des exportations ou opérations internationales pour plus de 25 % de leurs ventes - avant leur troisième année d&#8217;existence. Le cadre théorique du document s&#8217;inspire de l'approche de type Dernier Echelon qui analyse les caractéristiques psychologiques de l'équipe de direction considérée comme déterminantes pour les résultats des entreprises. Une méthodologie d'analyse statistique de régression logistique binaire a été utilisée sur la base d&#8217;informations du Global Entrepreneurship Monitor consolidant les données de douze pays d'Amérique latine en 2016. L&#8217;étude montre que l'innovation des produits et processus est décisive dans la réussite des démarches d&#8217;internationalisation. La proactivité et la tolérance au risque ne se sont en revanche pas avérées déterminantes dans le processus. Les entreprises doivent donc prendre des mesures fortes pour promouvoir l'innovation et les mécanismes intra-entrepreneuriaux permettant leur insertion sur les marchés internationaux.]]></p></abstract>
<kwd-group>
<kwd lng="en"><![CDATA[Born Global firms]]></kwd>
<kwd lng="en"><![CDATA[business internationalization]]></kwd>
<kwd lng="en"><![CDATA[orientation towards innovation]]></kwd>
<kwd lng="en"><![CDATA[innovation mechanisms]]></kwd>
<kwd lng="en"><![CDATA[export intensity]]></kwd>
<kwd lng="en"><![CDATA[international markets]]></kwd>
<kwd lng="es"><![CDATA[compañías Born Global]]></kwd>
<kwd lng="es"><![CDATA[internacionalización empresarial]]></kwd>
<kwd lng="es"><![CDATA[orientación a la innovación]]></kwd>
<kwd lng="es"><![CDATA[mecanismos de innovación]]></kwd>
<kwd lng="es"><![CDATA[intensidad exportadora]]></kwd>
<kwd lng="es"><![CDATA[mercados internacionales]]></kwd>
<kwd lng="pt"><![CDATA[Empresas Born Global]]></kwd>
<kwd lng="pt"><![CDATA[internacionalização empresarial]]></kwd>
<kwd lng="pt"><![CDATA[orientação à inovação]]></kwd>
<kwd lng="pt"><![CDATA[mecanismos de inovação]]></kwd>
<kwd lng="pt"><![CDATA[intensidade de exportação]]></kwd>
<kwd lng="pt"><![CDATA[mercados internacionais]]></kwd>
<kwd lng="fr"><![CDATA[entreprises Born Global]]></kwd>
<kwd lng="fr"><![CDATA[internationalisation des ventes]]></kwd>
<kwd lng="fr"><![CDATA[orientation à l'innovation]]></kwd>
<kwd lng="fr"><![CDATA[mécanismes d'innovation]]></kwd>
<kwd lng="fr"><![CDATA[intensité des exportations]]></kwd>
<kwd lng="fr"><![CDATA[marchés internationaux]]></kwd>
</kwd-group>
</article-meta>
</front><back>
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<source><![CDATA[Journal of International Business Studies]]></source>
<year>2010</year>
<volume>41</volume>
<numero>5</numero>
<issue>5</issue>
<page-range>882-905</page-range></nlm-citation>
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</back>
</article>
