caa a22 4500 445849517 CHVBK 20180317145409.0 cr unu---uuuuu 170323e20110901xx s 000 0 eng 10.1007/s10843-011-0077-y doi (NATIONALLICENCE)springer-10.1007/s10843-011-0077-y Business motivation and informational needs in internationalization [Elektronische Daten] [Valle Santos, Teresa García] We focus on an analysis of entrepreneurs' motivation in business internationalization. Following on from the Regulatory Focus Theory, two differing approaches emerge: promotion (PMF) and prevention (PVF). PMF entrepreneurs approach internationalization spurred by their own motivation as opposed to PVF entrepreneurs who engage in internationalization motivated by the competitive environment. We propose that entrepreneurs' motivational orientation depends on their prior international experience relating to business internationalization. Moreover, an internationalization strategy requires information regarding markets, barriers and support programmes. Entrepreneurs' motivational orientation also impacts their informational concerns and alertness to informative stimuli. For the empirical application, we assess the opinions of entrepreneurs working in the Spanish natural stone sector. Findings reveal that entrepreneurs' motivational orientation with regard to international opportunities changes as they gain experience, which at the same time alters their alertness and their informational concerns. Springer Science+Business Media, LLC, 2011 Alertness nationallicence Opportunities nationallicence Motivation nationallicence International expansion nationallicence Regulatory focus theory nationallicence Santos Valle Departamento de Organización de Empresas y C I.M., Universidad de Valladolid, Avda. Valle de Esgueva, n° 6, 47011, Valladolid, Spain aut García Teresa Departamento de Organización de Empresas y C I.M., Universidad de Valladolid, Avda. Valle de Esgueva, n° 6, 47011, Valladolid, Spain aut Journal of International Entrepreneurship Springer US; http://www.springer-ny.com 9/3(2011-09-01), 195-212 1570-7385 9:3<195 2011 9 10843 https://doi.org/10.1007/s10843-011-0077-y text/html Onlinezugriff via DOI 1 research-article jats NATIONALLICENCE 856 40 https://doi.org/10.1007/s10843-011-0077-y text/html Onlinezugriff via DOI NATIONALLICENCE 700 1- Santos Valle Departamento de Organización de Empresas y C I.M., Universidad de Valladolid, Avda. Valle de Esgueva, n° 6, 47011, Valladolid, Spain aut NATIONALLICENCE 700 1- García Teresa Departamento de Organización de Empresas y C I.M., Universidad de Valladolid, Avda. Valle de Esgueva, n° 6, 47011, Valladolid, Spain aut NATIONALLICENCE 773 0- Journal of International Entrepreneurship Springer US; http://www.springer-ny.com 9/3(2011-09-01), 195-212 1570-7385 9:3<195 2011 9 10843 Metadata rights reserved Springer special CC-BY-NC licence nationallicence BK010053 XK010053 XK010000 NATIONALLICENCE NATIONALLICENCE NL-springer