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Examining determinants of export performance in small open economies

  • Baldauf, Artur
  • Cravens, David W.
  • Wagner, Udo
Registered author(s):

    Maintaining the standard of living in small open economies requires engaging in international exchange. We report the results of a study that was conducted in Austria and refer to certain of the dramatic changes taking place in Europe. The objective is to examine decision-makers' experiences in managing companies in a small open economy on several factors impacting export performance. Analyzing the effects of multiple determinants on different export performance measures, our findings reveal that in addition to firm size, the most promising predictors of export performance are management's motives to internationalize and the use of a differentiation strategy. These findings are important because the latter two dimensions are management decision variables. The results of the study are relevant for managers operating in small open economies whose companies must consider both domestic and international developments.

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    File URL: http://www.sciencedirect.com/science/article/pii/S1090951699000346
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    Article provided by Elsevier in its journal Journal of World Business.

    Volume (Year): 35 (2000)
    Issue (Month): 1 (April)
    Pages: 61-79

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    Handle: RePEc:eee:worbus:v:35:y:2000:i:1:p:61-79
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    1. 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.
    2. Ursic, Michael L. & Czinkota, Michael R., 1984. "An experience curve explanation of export expansion," Journal of Business Research, Elsevier, vol. 12(2), pages 159-168, June.
    3. Piercy, Nigel F. & Katsikeas, Constantine S. & Cravens, David W., 1997. "Examining the role of buyer-seller relationships in export performance," Journal of World Business, Elsevier, vol. 32(1), pages 73-86, April.
    4. Warren J Bilkey, 1982. "Variables Associated with Export Profitability," Journal of International Business Studies, Palgrave Macmillan, vol. 13(2), pages 39-55, June.
    5. Andrea Bonaccorsi, 1992. "On the Relationship Between Firm Size and Export Intensity," Journal of International Business Studies, Palgrave Macmillan, vol. 23(4), pages 605-635, December.
    6. 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.
    7. Kaynak, Erdener & Kuan, Wellington Kang-yen, 1993. "Environment, strategy, structure, and performance in the context of export activity: An empirical study of Taiwanese manufacturing firms," Journal of Business Research, Elsevier, vol. 27(1), pages 33-49, May.
    8. Robert G Cooper & Elko J Kleinschmidt, 1985. "The Impact of Export Strategy on Export Sales Performance," Journal of International Business Studies, Palgrave Macmillan, vol. 16(1), pages 37-55, March.
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