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Modelling firms propensity to continue service exporting: a cross-country analysis


  • Patterson, Paul G.
  • de Ruyter, Ko
  • Wetzels, Martin


The pivotal role of services in international business is now receiving widespread recognition. Furthermore, the global marketplace is being increasingly characterised by the speed and ease with which such services cross national boundaries. This exploratory study of Australian and Dutch service exporters provides, for the first time, an understanding of the factors that stimulate such exporters to continue on the internationalisation path. Our results confirm that the level of satisfaction/dissatisfaction with recent past export efforts, export revenue as a percentage of total sales (a measure of export commitment), as well as other more traditional motives for exporting, do explain a reasonable proportion of the variance in propensity to continue exporting. However, some interesting variations emerged between Australian and Dutch firms in their motives to continue exporting.

Suggested Citation

  • Patterson, Paul G. & de Ruyter, Ko & Wetzels, Martin, 1999. "Modelling firms propensity to continue service exporting: a cross-country analysis," International Business Review, Elsevier, vol. 8(3), pages 351-365, August.
  • Handle: RePEc:eee:iburev:v:8:y:1999:i:3:p:351-365

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    References listed on IDEAS

    1. Vern Terpstra & Chwo-Ming Yu, 1988. "Determinants of Foreign Investment of U.S. Advertising Agencies," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 19(1), pages 33-46, March.
    2. André Sapir, 1982. "Trade in services: policy issues for the eighties," ULB Institutional Repository 2013/8282, ULB -- Universite Libre de Bruxelles.
    3. Cavusgil, S. Tamer, 1984. "Differences among exporting firms based on their degree of internationalization," Journal of Business Research, Elsevier, vol. 12(2), pages 195-208, June.
    4. Otto Andersen, 1993. "On the Internationalization Process of Firms: A Critical Analysis," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 24(2), pages 209-231, June.
    5. Erramilli, M. Krishna, 1992. "Influence of some external and internal environmental factors on foreign market entry mode choice in service firms," Journal of Business Research, Elsevier, vol. 25(4), pages 263-276, December.
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    Cited by:

    1. Jack, Robert & As-Saber, Sharif & Edwards, Ron & Buckley, Peter, 2008. "The role of service embeddedness in the internationalisation process of manufacturing firms," International Business Review, Elsevier, vol. 17(4), pages 442-451, August.
    2. Serra, Francisco & Pointon, John & Abdou, Hussein, 2012. "Factors influencing the propensity to export: A study of UK and Portuguese textile firms," International Business Review, Elsevier, vol. 21(2), pages 210-224.


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