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Export market decision making, cognitive competencies and export performance: an empirical investigation


  • Van R. Wood

    () (Virginia Commonwealth University)

  • Joy H. Karriker

    (East Carolina University)


Este articulo investiga el uso que le dan los exportadores con experiencia para la toma de decisiones a la informacion en el ambiente de negocios. Especificamente, examina la estructura cognoscitiva o el “mapa mental” que los exportadores manifiestan cuando consideran nuevos mercados. Con base en investigaciones previas y en el procedimiento de particion logica, identificamos tres niveles de estructura cognoscitiva de la informacion para exportar: 1) Construcciones primarias del ambiente; 2) conceptos secundarios de exportacion; 3) variables especificas para la toma de decisiones al exportar. Nuestros hallazgos indican que los exportadores con experiencia manifiestan una estructura cognoscitiva de informacion distinta y la consideran je rarquica en valor cuando se analizan los mercados internacionales. Los resultados tambien indican que los exportadores que manifiestan una actitud proactiva y sistematica en la toma de decisiones relacionadas con la exportacion tienden a tener mas exito en sus actividades.

Suggested Citation

  • Van R. Wood & Joy H. Karriker, 2007. "Export market decision making, cognitive competencies and export performance: an empirical investigation," EconoQuantum, Revista de Economia y Negocios, Universidad de Guadalajara, Centro Universitario de Ciencias Economico Administrativas, Departamento de Metodos Cuantitativos y Maestria en Economia., vol. 3(2), pages 33-70, Enero - J.
  • Handle: RePEc:qua:journl:v:3:y:2007:i:2:p:33-70

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    References listed on IDEAS

    1. Sylvie Démurger & Jeffrey D. Sachs & Wing Thye Woo & Shuming Bao & Gene Chang & Andrew Mellinger, 2002. "Geography, Economic Policy, and Regional Development in China," Asian Economic Papers, MIT Press, vol. 1(1), pages 146-197.
    2. Forslid, Rikard & Haaland, Jan I. & Midelfart Knarvik, Karen Helene, 2002. "A U-shaped Europe?: A simulation study of industrial location," Journal of International Economics, Elsevier, vol. 57(2), pages 273-297, August.
    3. Picard, Pierre M. & Zeng, Dao-Zhi, 2005. "Agricultural sector and industrial agglomeration," Journal of Development Economics, Elsevier, vol. 77(1), pages 75-106, June.
    4. Baldwin, Richard E., 1999. "Agglomeration and endogenous capital," European Economic Review, Elsevier, vol. 43(2), pages 253-280, February.
    5. John Luke Gallup & Jeffrey D. Sachs & Andrew D. Mellinger, 1998. "Geography and Economic Development," NBER Working Papers 6849, National Bureau of Economic Research, Inc.
    6. repec:cor:louvrp:-1893 is not listed on IDEAS
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    More about this item


    Cognitive structure; export market decisions making.;

    JEL classification:

    • M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration


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