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Export stimuli: Export intention compared with export activity

  • Morgan, Robert E.
  • Katsikeas, Constantine S.
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    With the increasing globalization of markets and their interdependencies, small and medium sized domestic firms have witnessed their relative sanctuary from foreign competitors being eroded. This study is founded upon the premise that a significant degree of dormant export potential exists in firms of such size and the particular interests of the research centre upon preexport behaviour and decision making. An attempt is made to investigate those elements that play an influential role in stimulating domestic firms' intention to engage in export activities, based upon the notion that firms exhibiting a strong intention to export will be those most likely to proceed successfully to export initiation and development. Specifically, the objectives of the study concern: the identification of potentially significant differences in export stimuli between groups of non-exporting firms considered in terms of degree of export intention; and, a comparison of export stimuli between groups of non-exporting firms and those currently engaged in export activities. Several significant findings are reported and their implications for executive and public policy audiences highlighted, along with suggested future research opportunities and the limitations of the study.

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    Article provided by Elsevier in its journal International Business Review.

    Volume (Year): 6 (1997)
    Issue (Month): 5 (October)
    Pages: 477-499

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    Handle: RePEc:eee:iburev:v:6:y:1997:i:5:p:477-499
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    1. 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.
    2. Swinyard, William R, 1993. " The Effects of Mood, Involvement, and Quality of Store Experience on Shopping Intentions," Journal of Consumer Research, University of Chicago Press, vol. 20(2), pages 271-80, September.
    3. Geir Gripsrud, 1990. "The Determinants of Export Decisions and Attitudes to a Distant Market: Norwegian Fishery Exports to Japan," Journal of International Business Studies, Palgrave Macmillan, vol. 21(3), pages 469-485, September.
    4. Warren J Bilkey & George Tesar, 1977. "The Export Behavior of Smaller-Sized Wisconsin Manufacturing Firms," Journal of International Business Studies, Palgrave Macmillan, vol. 8(1), pages 93-98, March.
    5. Ramaseshan, B. & Soutar, Geoffrey N., 1996. "Combined effects of incentives and barriers on firms' export decisions," International Business Review, Elsevier, vol. 5(1), pages 53-65, February.
    6. Finn Wiedersheim-Paul & Hans C Olson & Lawrence S Welch, 1978. "Pre-Export Activity: The First step in Internationalization," Journal of International Business Studies, Palgrave Macmillan, vol. 9(1), pages 47-58, March.
    7. Warren J Bilkey, 1978. "An Attempted Integration of the Literature on the Export Behavior of Firms," Journal of International Business Studies, Palgrave Macmillan, vol. 9(1), pages 33-46, March.
    8. S Tamer Cavusgil & Shaoming Zou & G M Naidu, 1993. "Product and Promoting Adaptation in Export Ventures: An Empirical Investigation," Journal of International Business Studies, Palgrave Macmillan, vol. 24(3), pages 479-506, September.
    9. Erwin Dichtl & Hans-Georg Koeglmayr & Stefan Mueller, 1990. "International Orientation as a Precondition for Export Success," Journal of International Business Studies, Palgrave Macmillan, vol. 21(1), pages 23-40, March.
    10. Kumcu, Erdogan & Harcar, Talha & Kumcu, M. Ercan, 1995. "Managerial perceptions of the adequacy of export incentive programs : Implications for export-led economic development policy," Journal of Business Research, Elsevier, vol. 32(2), pages 163-174, February.
    11. Naidu, G. M. & Prasad, V. Kanti, 1994. "Predictors of export strategy and performance of small- and medium-sized firms," Journal of Business Research, Elsevier, vol. 31(2-3), pages 107-115.
    12. Leonidou, Leonidas C., 1995. "Export stimulation research: Review, evaluation and integration," International Business Review, Elsevier, vol. 4(2), pages 133-156, June.
    13. Belich, Thomas J. & Dubinsky, Alan J., 1995. "Factors related to information acquisition in exporting organizations," Journal of Business Research, Elsevier, vol. 33(1), pages 1-11, May.
    14. Stan D Reid, 1981. "The Decision-Maker and Export Entry and Expansion," Journal of International Business Studies, Palgrave Macmillan, vol. 12(2), pages 101-112, June.
    15. Jean-Emile Denis & Daniel Depelteau, 1985. "Market Knowledge, Diversification and Export Expansion," Journal of International Business Studies, Palgrave Macmillan, vol. 16(3), pages 77-89, September.
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