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Being an entrepreneurial exporter: does it pay?

Listed author(s):
  • Balabanis, George I.
  • Katsikea, Eva. S.
Registered author(s):

    The relationship between the adoption of an entrepreneurial posture and export performance has rarely been explored in the export marketing literature and this empirical inquiry strives to fill this gap. Following a review of the relevant literature, specific organisational and environmental factors were identified as potential determinants of firms' abilities to adopt an entrepreneurial posture and export performance. The study findings reveal that firms with organic organisational structures and relatively large size are more likely to adopt an entrepreneurial posture. Additionally, entrepreneurial posture was found to impact positively export performance whereas environmental hostility affects negatively export performance. Finally, study results indicated that exporters adopt an entrepreneurial posture within dynamic environments but not in hostile and diverse environments. The implications of the study for marketing researchers and practitioners are highlighted and future research streams identified.

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    File URL: http://www.sciencedirect.com/science/article/pii/S0969593102000987
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    Article provided by Elsevier in its journal International Business Review.

    Volume (Year): 12 (2003)
    Issue (Month): 2 (April)
    Pages: 233-252

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    Handle: RePEc:eee:iburev:v:12:y:2003:i:2:p:233-252
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