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Prediction of export intentions -- managing with structural characteristics?

Author

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  • Andersen, Otto
  • Rynning, Marjo-Riitta

Abstract

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.

Suggested Citation

  • Andersen, Otto & Rynning, Marjo-Riitta, 1994. "Prediction of export intentions -- managing with structural characteristics?," Scandinavian Journal of Management, Elsevier, vol. 10(1), pages 17-27, March.
    • Handle: RePEc:eee:scaman:v:10:y:1994:i:1:p:17-27
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    Citations

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    Cited by:

    1. Oyvin Kyvik & Willem Saris & Eduard Bonet & J. Felício, 2013. "The internationalization of small firms: The relationship between the global mindset and firms’ internationalization behavior," Journal of International Entrepreneurship, Springer, vol. 11(2), pages 172-195, June.
    2. Joan Freixanet & Gemma Renart & Alex Rialp-Criado, 2018. "The Impact of Managers’ Global Orientation on SME Export and Economic Performance," Management International Review, Springer, vol. 58(4), pages 571-604, August.
    3. Morgan, Robert E. & Katsikeas, Constantine S., 1997. "Obstacles to export initiation and expansion," Omega, Elsevier, vol. 25(6), pages 677-690, December.
    4. Ferro, Luz Marina & Laureiro, Daniella & Marín, Alejandra & Ospina, José Miguel & Pinilla, Vicente, 2007. "Factors influencing export potential of a developing country SMEs: a study of colombian firms," Galeras. Working Papers Series 010, Universidad de Los Andes. Facultad de Administración. School of Management.
    5. Samaneh Saghebi & Abolfazl Alizadeh & Mohammad Mohammadzaheri & Tahmineh Habibisenobari, 2019. "Relationships of managers’ entrepreneurial perception and internationalization speed in small and medium-sized enterprises (SMEs)," Journal of Global Entrepreneurship Research, Springer;UNESCO Chair in Entrepreneurship, vol. 9(1), pages 1-19, December.
    6. Andersen, Otto & Suat Kheam, Low, 1998. "Resource-based theory and international growth strategies: an exploratory study," International Business Review, Elsevier, vol. 7(2), pages 163-184, April.
    7. Morgan, Robert E. & Katsikeas, Constantine S., 1997. "Export stimuli: Export intention compared with export activity," International Business Review, Elsevier, vol. 6(5), pages 477-499, October.

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