Predicting Success in Export Marketing: A Singapore Pilot

Abstract

Dennis M. Ray is a visiting scholar at both the Institute of South-east Asian Studies, Singapore, and the Institute of International Relations, Sophia University, Tokyo, Japan. This research note reports on a pilot study conducted in Singapore to test whether two scales correlated with either the level of exports or the manner in which export sales were pursued by venture business in Singapore. The study suggests that a cross-cultural experience scale along and in combination with the craftsman-opportunist typology modified to fit various culture settings may be a powerful tool for predicting export activity.