The role of Managerial Overconfidence in internationalization decision making as a speeding catalyst. Can the end justify the means?
(A2025-130358)

AUTHORS

MARKOS TSOGAS, University of Piraeus; Marina Kyriakou, University of Piraeus

ABSTRACT

Placing an emphasis on international market selection (IMS), the current study aims to re-examine the role of managerial overconfidence in internationalization decisions. The research is based on an email survey among export managers in Greece. Both the key variables of overconfidence as a personality trait and overconfidence in the specific context of IMS decisions, intervene in the decision-making process leading to more risky and speedy decision making. These biases orchestrate a more favorable and cosmopolitan attitude towards international expansion and international opportunities, advancing internationalization more than rational judgement and trade-off analyses.