The Impact of Export Strategy on Export Sales Performance
AbstractExport sales are an important route to growth for the small-to-medium sized firm. This article reports the results of an extensive empirical study of the export strategies of a large sample of high technology electronics firms, and the performance results of adopting alternate export strategies. Six strategy scenarios were identified. The results show that the types of foreign markets selected, segmentation strategies and product strategies all have a pronounced impact on export sales and export growth. The best performers—a group of firms called the “world marketers” and representing 13.5% of the sample—achieved a dramatic 188% annual growth in exports and exported 52.5% of their output. The profiles of firms that elected each strategy scenario were determined also.© 1985 JIBS. Journal of International Business Studies (1985) 16, 37–55
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Bibliographic InfoArticle provided by Palgrave Macmillan in its journal Journal of International Business Studies.
Volume (Year): 16 (1985)
Issue (Month): 1 (March)
Contact details of provider:
Web page: http://www.palgrave-journals.com/
Postal: Palgrave Macmillan Journals, Subscription Department, Houndmills, Basingstoke, Hampshire RG21 6XS, UK
You can help add them by filling out this form.
CitEc Project, subscribe to its RSS feed for this item.
This item has more than 25 citations. To prevent cluttering this page, these citations are listed on a separate page. reading list or among the top items on IDEAS.Access and download statisticsgeneral information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Elizabeth Gale).
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.