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Targeting Export Support to SMEs: Owners' International Experience as a Segmentation Basis

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  • Fischer, Eileen
  • Reuber, A Rebecca

Abstract

This paper addresses the issue of how export support programs can be effectively targeted to SMEs. This paper argues that the normally low awareness and usage of export support programs among SME owners can be countered by segmentation based on their level of export experience. The paper develops a theoretical rationale for this segmentation basis and develops hypotheses related to it. The hypotheses are tested, and largely supported, using data from Canadian SME exporters and pre-exporters. Results indicate that segmentation based on owners' level of export experience can be an effective supplement to current segmentation bases. Implications of the results for providers of export support services are discussed in the concluding section. Copyright 2003 by Kluwer Academic Publishers

Suggested Citation

  • Fischer, Eileen & Reuber, A Rebecca, 2003. "Targeting Export Support to SMEs: Owners' International Experience as a Segmentation Basis," Small Business Economics, Springer, vol. 20(1), pages 69-82, February.
  • Handle: RePEc:kap:sbusec:v:20:y:2003:i:1:p:69-82
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    Cited by:

    1. Stanislav Richter, . "Export Promotion Framework of the Czech Republic," Central European Business Review, University of Economics, Prague, vol. 0, pages 37-49.
    2. Pedro Albarran & Raquel Carrasco & Adelheid Holl, 2013. "Domestic transport infrastructure and firms’ export market participation," Small Business Economics, Springer, vol. 40(4), pages 879-898, May.
    3. Flávia de Holanda Schmidt & Jorge Ferreira da Silva, 2015. "Export Assistance: A Literature Review And Challenges For Future Research," Discussion Papers 0191, Instituto de Pesquisa Econômica Aplicada - IPEA.
    4. Glavas, Charmaine & Mathews, Shane, 2014. "How international entrepreneurship characteristics influence Internet capabilities for the international business processes of the firm," International Business Review, Elsevier, vol. 23(1), pages 228-245.
    5. Francesca Bartoli & Giovanni Ferri & Pierluigi Murro & Zeno Rotondi, 2014. "Bank support and export: evidence from small Italian firms," Small Business Economics, Springer, vol. 42(2), pages 245-264, February.
    6. Stanislav Richter, 2015. "Export Promotion Framework of the Czech Republic," Central European Business Review, University of Economics, Prague, vol. 2015(1), pages 37-49.
    7. Paul, Justin & Parthasarathy, Sundar & Gupta, Parul, 2017. "Exporting challenges of SMEs: A review and future research agenda," Journal of World Business, Elsevier, vol. 52(3), pages 327-342.
    8. repec:pal:jintbs:v:49:y:2018:i:4:d:10.1057_s41267-017-0099-3 is not listed on IDEAS
    9. Navarro-García, Antonio, 2016. "Drivers of export entrepreneurship," International Business Review, Elsevier, vol. 25(1), pages 244-254.
    10. repec:eee:jpolmo:v:40:y:2018:i:6:p:1221-1242 is not listed on IDEAS

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