Prediction of export intentions -- managing with structural characteristics?
This study focuses on the identification of potential exporters among non-exporting small- and medium-sized enterprises (SMEs). It is argued that directly observable variables could be used as a screening device in predicting which firms are likely to have export intentions. An exploratory study suggests that four variables -- domestic market coverage, number of product and customer groups, an orientation towards service or manufacturing, and the educational level of the CEO -- have considerable value in predicting export intentions. Implications for future research are discussed.
Year of publication: |
1994
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Authors: | Andersen, Otto ; Rynning, Marjo-Riitta |
Published in: |
Scandinavian Journal of Management. - Elsevier, ISSN 0956-5221. - Vol. 10.1994, 1, p. 17-27
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Publisher: |
Elsevier |
Keywords: | Export intentions export behaviour export development process internationalization small- and medium-sized enterprises |
Saved in:
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