Although interest in export marketing has been growing rapidly, only a few empirical studies have been conducted on the internal determinants of the export marketing behavior of firms. The authors identify several potential internal determinants of export marketing behavior and empirically assess their significance. The findings indicate that a number of management and firm characteristics account for a substantial portion of the variation in the export marketing behavior of firms.
Get full access to this article
View all access options for this article.
References
1.
AndrewsFrank M., MorganJ. N., SonquistJ. A., and LauraKlem (1973), Multiple Classification Analysis: A Report on a Computer Program for Multiple Regression Using Categorical Predictors. Ann Arbor: The Institute for Social Research, The University of Michigan.
2.
AssaelHenry (1970), “Segmenting Markets by Group Purchasing Behavior: An Application of the AID Technique,” Journal of Marketing Research, 7 (May), 153–8.
3.
BilkeyWarren J. (1978), “An Attempted Integration of the Literature on the Export Behavior of Firms,” Journal of International Business Studies, 9, 33–46.
4.
Business Week (1978), “The Reluctant Exporter,” April 10.
5.
CavusgilS. Tamer, BilkeyW. J. and TesarG., (1979), “A Note on the Export Behavior of Firms: Exporter Profiles,” Journal of International Business Studies, 10, 91–7.
6.
CunninghamM. T. and SpigelR. I. (1971), “A Study in Successful Exporting,” British Journal of Marketing, 5, 2–12.
7.
HuntH. G., FroggattJ. D., and HovellP. T. (1967), “The Management of Export Marketing in Engineering Industries,” British Journal of Marketing, 1, 10–24.
8.
JohansonJ. and VahlneJ. (1977), “The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Commitments,” Journal of International Business Studies, 8, 23–32.
9.
SimmondsKenneth and SmithHelen (1968), “The First Export Order: A Marketing Innovation,” British Journal of Marketing, 2, 93–100.
10.
SonquistJohn A. (1970), Multivariate Model Building: The Validation of a Search Strategy. Ann Arbor: The Institute for Social Research, The University of Michigan.
11.
SonquistJohn A., BakerE. L., MorganJ. N. (1973), Searching for Structure: An Approach to Analysis of Substantial Bodies of Micro-Data and Documentation for a Computer Program. Ann Arbor: The Institute for Social Research, The University of Michigan.
12.
U.S. Department of Commerce (1977), U.S. Export Promotion Programs: Policy, Rationale, Strategy, Accomplishments, staff report prepared by the Office of Market Planning.
13.
Wiedersheim-PaulFinn, OlsonHans C., and WelchLawrence A. (1978), “Pre-Export Activity: The First Step in Internationalization,” Journal of International Business Studies, 9, 47–58.
14.
Wisconsin Manufacturers Association (1974), Classified Directory of Wisconsin Manufacturers, 33rd ed., Milwaukee, Wisconsin.
