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The Determinants of Export Decisions and Attitudes to a Distant Market: Norwegian Fishery Exports to Japan

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  • Geir Gripsrud

    (Norwegian School of Management)

Abstract

This paper focuses on the process that occurs when active exporters, reacting to new opportunities, either enter or increase exports to psychologically distant markets. The overall purpose of the study is to provide guidance for export promotion activities. Since future exports cannot be observed directly, the attitude regarding future exports is introduced as this study's primary dependent variable. A model is formulated where firm and product attributes, as well as perceived barriers/opportunities are proposed as determinants of attitudes towards future exports. Previous export experience in the relevant market is also introduced as an additional variable in explaining attitude towards future exports. The model is tested in a two-step procedure with multiple discriminant and regression analysis. The data used to test the model is taken from a survey of Norwegian exporters of fishery products.© 1990 JIBS. Journal of International Business Studies (1990) 21, 469–485

Suggested Citation

  • 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;Academy of International Business, vol. 21(3), pages 469-485, September.
  • Handle: RePEc:pal:jintbs:v:21:y:1990:i:3:p:469-485
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    Citations

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    Cited by:

    1. Gripsrud, Geir & Benito, Gabriel R. G., 1995. "Promoting imports from developing countries: A marketing perspective," Journal of Business Research, Elsevier, vol. 32(2), pages 141-148, February.
    2. Bell, Jim, 1997. "A comparative study of the export problems of small computer software exporters in Finland, Ireland and Norway," International Business Review, Elsevier, vol. 6(6), pages 585-604, December.
    3. Morgan, Robert E. & Katsikeas, Constantine S., 1997. "Obstacles to export initiation and expansion," Omega, Elsevier, vol. 25(6), pages 677-690, December.
    4. Gu, Weishi & Awokuse, Titus O. & Yuan, Yan, 2008. "The Contribution of Foreign Direct Investment to China's Export Performance: Evidence from Disaggregated Sectors," 2008 Annual Meeting, July 27-29, 2008, Orlando, Florida 6453, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    5. Eldrede Kahiya & David Dean & Jeff Heyl, 2014. "Export barriers in a changing institutional environment: A quasi-longitudinal study of New Zealand’s manufacturing exporters," Journal of International Entrepreneurship, Springer, vol. 12(4), pages 331-364, December.
    6. Uner, M. Mithat & Kocak, Akin & Cavusgil, Erin & Cavusgil, Salih Tamer, 2013. "Do barriers to export vary for born globals and across stages of internationalization? An empirical inquiry in the emerging market of Turkey," International Business Review, Elsevier, vol. 22(5), pages 800-813.
    7. Hutzschenreuter, Thomas & Kleindienst, Ingo & Lange, Sandra, 2014. "Added Psychic Distance Stimuli and MNE Performance," Journal of International Management, Elsevier, vol. 20(1), pages 38-54.
    8. Leonidou, Leonidas C., 1995. "Export stimulation research: Review, evaluation and integration," International Business Review, Elsevier, vol. 4(2), pages 133-156, June.
    9. Calantone, Roger J. & Kim, Daekwan & Schmidt, Jeffrey B. & Cavusgil, S. Tamer, 2006. "The influence of internal and external firm factors on international product adaptation strategy and export performance: A three-country comparison," Journal of Business Research, Elsevier, vol. 59(2), pages 176-185, February.
    10. Crick, Dave, 2004. "U.K. SMEs' decision to discontinue exporting: an exploratory investigation into practices within the clothing industry," Journal of Business Venturing, Elsevier, vol. 19(4), pages 561-587, July.
    11. Morgan, Robert E. & Katsikeas, Constantine S., 1997. "Export stimuli: Export intention compared with export activity," International Business Review, Elsevier, vol. 6(5), pages 477-499, October.
    12. Oscar Malca & Jorge Rubio, 2014. "Obstáculos a la actividad exportadora: encuesta a las empresas exportadoras del Perú," Working Papers 14-10, Centro de Investigación, Universidad del Pacífico.
    13. Jesús Arteaga-Ortiz & Rubén Fernández Ortiz & Mónica Clavel San Emeterio, 2014. "Las pymes españolas en Latinoamérica: barreras a la exportación," REVISTA AD-MINISTER, UNIVERSIDAD EAFIT, May.
    14. Bianchi, Constanza & Wickramasekera, Rumintha, 2016. "Antecedents of SME export intensity in a Latin American Market," Journal of Business Research, Elsevier, vol. 69(10), pages 4368-4376.

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