Enhancing the Sales Benefits of Radical Product Innovativeness in Internationalizing Small and Medium-sized Enterprises

Nathaniel Boso*, Vicky M. Story, John W. Cadogan, Jonathan Annan, Selma Kadić-Maglajlić, Milena Micevski

*Corresponding author for this work

Research output: Contribution to journalJournal articleResearchpeer-review


This study draws on resource-based theory to examine the strategic orientation conditions under which radical product innovation capability is more or less beneficial. To test these relationships, this study conducts multiple survey studies among international small and medium-sized enterprises (SMEs) in developed and developing economies. This study finds that, although a positive association exists between radical product innovativeness and sales performance in the context of a developed economy, the relationship is non-significant in a developing market context. In addition, across both the developed and developing economy contexts, when high levels of radical product innovativeness exist, as well as when entrepreneurial orientation increases in magnitude, a corresponding increase in sales performance occurs. Similarly, this study finds that, across both contexts, high market-orientation levels strengthen the effect of radical product innovativeness on sales performance.

Original languageEnglish
JournalJournal of Business Research
Issue number11
Pages (from-to)5040-5045
Number of pages6
Publication statusPublished - 2016
Externally publishedYes


  • Developed economy
  • Developing economy
  • Radical product innovation capability
  • Sales performance
  • Strategic orientation

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