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

Author

Listed:
  • Van R. Wood

    () (Virginia Commonwealth University)

  • Joy H. Karriker

    (East Carolina University)

Abstract

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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    More about this item

    Keywords

    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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