Kurt J. Miesenbock is a lecturer at the University of Economics, Vienna, Austria. The present literature on international business falls into two main categories: the first covers multinational corporations, their development, organisational and marketing problems, and strategies; the second comprises the internationalisation of small and medium-sized businesses. Early publications on this issue appeared in the early 1 960s and since then the issue has gained more and more importance. However, the extensive literature based on empirical studies is full of inconsistencies and a conclusive theory of small business internationalisation is far from available. In addition to this the relevant literature is widely scattered and difficult to obtain with the result that few analysts appear to be aware of more than a proportion of what has been written. The aim of this paper is to compile, systematise and compare all those empirical studies on the export behaviour of small and medium-sized firms to provide a useful basis for further research.
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60.
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65.
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66.
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71.
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72.
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73.
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74.
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75.
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76.
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77.
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78.
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79.
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80.
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81.
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82.
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83.
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84.
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85.
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86.
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87.
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88.
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89.
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90.
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91.
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92.
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93.
Olson, Ch. H., and Wiedersheim-Paul, F., "Factors Affecting the Pre-export Behaviour of Non-exporting Firms", in "European Research in International Business", edited by Ghertman, M., and Leontiades, J., Amsterdam et al, 1978, pp283-305: theoretical considerations on export stimuli.
94.
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95.
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96.
Pavord, W. C., and Bogart, R. G., "The Dynamics of Decision to Export", Akron Business and Economic Review, Vol. 6 (Spring, 1975), pp6-11: a study of 138 US (Ohio, Indiana, Illinois, Kentucky and Pennsylvania) manufacturers (105 exporters and 33 non-exporters).
97.
Perkett, W., "An Analysis of the Obstacles to Increase Foreign Trade Which Confront British Columbia Industrial Machinery Manufacturers", Ph.D. dis- sertation, University of Washington, Seatle, Washington, 1963, cited by Bilkey (1978) and Ursic and Czinkota (1984): an interview study of 66 British Columbia firms (37 exporters and 29 non-exporters).
98.
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99.
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100.
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101.
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102.
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103.
Reid, S. D., "The Impact of Size on Export Behaviour in Small Firms", in "Export Management: An International Context", edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp18-38: a study of analysing the effect of 9 different size criteria on the export behaviour of 89 Canadian (Ontario) firms (factor analysis).
104.
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105.
Reid, S. D., "Information Acquisition and Export Entry Decisions in Small Firms", Journal of Business Research, Vol. 12 (1984), No. 2 (April), pp141-157: a study of the strategies of gathering information of 89 Canadian firms (71 exporters and 18 non-exporters) using regression analysis.
106.
Roux, E., "The Export Behaviour of Small and Medium-size French Firms: The Role of the Manager's Profile - Some Preliminary Findings", in "Recent Research on the Intemationalisation of Business: Preceedings from the Annual Meeting of the European International Business Association, Uppsala, Sweden, December 14-17, 1977, edited by Mattsson, L.-G., and Wiedersheim-Paul, F., Uppsala, 1979 (Acta Universitatis Upsaliensis), pp88-101: a study resulting. in a typology of 19 exporters in southern France.
107.
Roy, D. A., and Simpson, C. L., "Export Attitudes of Business Executives in the Smaller Manufacturing Firm", Journal of Small Business Management, Vol. 19 (1981), No. 2 (April), pp 6-22: a study using the data of 59 exporters and 65 non- exporters of the south of the USA.
108.
Schlegelmilch, B. B., "Controlling Country-Specific and Industry-Specific Influences on Export Behaviour", European Journal of Marketing, Vol. 20 (1986A), No. 2, pp54-71: a study investigating into the differences of exporters and non-exporters using a German and a British sample of two industries (machinery and food - 210 firms).
109.
Schlegelmilch, B. B., "Konnen deutsche Maschinenbauer von ihren brittischen Kollegen lernen? Eine empirische Untersuchung unterschiedlicher Einstellungen zum Exportgeschaft", Marketing ZFP (Zeitschrift fur Forschung und Praxis), Vol. 8 (1986B), No. 3 (August), ppl 73-179: a study of the export attitudes of 80 British and 130 German top executives using factor analysis.
110.
Schlegelmilch, B. B., and Crook, J. N., "Firm Level Determinants of Export Intensity", Working Paper Series No. 86/9, University of Edinburgh, Department of Business Studies, 1986: discriminant and regression analysis performed with the data of Schlegelmilch (1 986A and B).
111.
Schlegelmilch, B. B., and Diamontolpoulos, A., "Innovativeness and Export Performance: An Empirical Analysis", Working Paper Series 86/13, University of Edinburgh, Department of Business Studies, 1986: a study of the export success of 130 UK firms (Correlation and factor analysis).
112.
Schwarting, U., Thoben, Ch., and Wittstock, M., Nachfrageverhalten kleiner und mittlerer Unternehmen nach AuBenhandelsinformation und -beratung: Eine Umfrage im Bereich der Industrie- und Handelkammer zu Munster (Beitrage zur Mittelstandsforschung edited by the Institut fur Mittelstandsforschung, Forschungsgrupe Bonn, Heft 83), Gottingen, 1982: a survey study of the export behaviour of 1 18 exporters and 74 non-exporters in Germany.
113.
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114.
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115.
Simmonds, K., and Smith, H., "The First Export Order: A Marketing Innovation", British Journal of Marketing, 1968, No. 2, pp93-100: a study testing hypotheses derived from the innovation theory on 9 British firms.
116.
Simpson, C., Jr., and Kujawa, D., "The Export Decision Process: An Empirical Inquiry", Journal of International Business Studies, Vol. 5 (1974), No. 1 (Spring/ Summer), pp107-117: a study of 120 Tennessee manufacturing firms using Kolmogorov-Smimov-Two-Sample-Test (50 exporters and 70 non-exporters).
117.
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118.
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119.
Sood, J. H., and Adams, P., "Model of Management Leaming Styles as a Predictor of Export Behaviour and Performance", Journal of Business Research, Vol. 12 (1984), No. 2 (April), ppl 69-182: an investigation based on the data of 32 US firms.
120.
Steinmann, H., Kumar, B., and Wasner, A., "Conceptualising the Intemationalisation Process of Medium-sized Firms: Some Preliminary Considerations for a Research Design", Management International Review Vol. 20 (1980), No. 1, pp50-66: also published in German "Der IntemationalisierungsprozeB von Mittelbetrieben - Uberlegungen zum Entwurf eines Forschungskonzepts", in "Intemationales Management: Ansatze und Ergebnisse betriebswirtschaftlicher Forschung", edited by Pausenberger, E., Stuttgart, 1981, ppl -44: theoretical considerations on the intemationalisation of medium-sized firms.
121.
Stening, B. W., and McDougal, G. H. G., "Something to Think About: Identifying the High Performance Exporter", Canada Commerce, December 1975, ppl 2-15: a study of the export success of 172 firms in Australia, Canada and New Zealand.
122.
Strandell, A.-Ch., "Export Co-operation: Company Experience", Paper presented at the 16th European Small Business Seminar, Malm6/Jonkoping, Sweden, September9-12, 1986; a condensed review of SIND "Exportsamverkan -f6retagens erfarenheter", SIND, 1985:3: a study of 140 firms participating in export co-operations.
123.
Suzman, C. L., and Wortzel, L. H., "Technology Profiles and Export Marketing Strategies", Journal of Business Research, Vol. 12 (1984), No. 2 (April), ppl 83-194: a study distinguishing four types of exporters supported by the empirical findings of 21 firms in the south east of the USA.
124.
Tesar, G., "Identification of Planning, Attitudinal, and Operational Differences Among Types of Exporters", American Journal of Small business, Vol. 11 (1977), No. 2 (October), ppl 6-21: a study of the differences of 39 heavy exporters, 134 light exporters and 250 non-exporters in Wisconsin using discriminant analysis.
125.
Tesar, G., and Tarleton, J. S., "Comparison of Wisconsin and Virginia Small- and Medium-sized Exporters: Aggressive and Passive Exporters", in "Export Management: An International Context", edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp85-112: an interstate study of 474 Wisconsin and 190 Virginia exporters.
126.
Thurbach, R.-P., and Geiser, J., "Exportprobleme mittelstandischer Betriebe: Eine empirische Analyse in ausgewhiten Industriebereichen" (Beitrage zur Mittelstandsforschung edited by the Institut fur Mittelstandsforschung; Forschungsgruppe Ko1n, Heft23), G6ttingen, 1981: astudyof perceived problems with exporting of 280 medium-sized firms in Germany.
127.
Tookey, D. A., "Factors Associated with Success in Exporting", The Journal of Management Studies; Vol. 1 (1964), No. 1 (March), pp48-66: a study of 54 exporting firms of the clothing industry in UK (Leicester area).
128.
Topritzhofer, E., and Moser, R., "Exploratorische LOGIT- und PROBIT-Analysen zur empirischen Identifikation von Determinanten der Export tuchigkeit von Unternehmen", Zeitschrift fur Betriebswirtschaft, Vol. 49 (1979), No. 10, pp873-890: a study of 208 Austrian firms using 270 variables and evaluating them by LOGIT-analysis.
129.
Ursic, M. L., and Czinkota, M. R., "An Experience Curve Explanation of Export Expansion", Journal of Business Research, Vol. 12 (1984), No. 2, ppl 59-168: a study seeking differences between 100 'old' and 26 'young' US exporting firms in three industries.
130.
Walters, P. G., "A Study of Planning for Export Operations", International Marketing Review, Vol. 2 (1985), No. 3 (Autumn), pp74-81: a study of the export behaviour of 9 planning and 21 non-planning US exporters.
131.
Weiner, P., and Krok, M., "A Study of the Attempts and Results of Directly Stimulating Exporting", Research Report to the Federal Reserve Bank of Boston, No. 38, March 1967, cited by Bilkey (1978) and Cavusgil etal (1 979): an analysis of 32 potential exporting firms in Hartford, Connecticut.
132.
Weinrauch, D. J., and Rao, C. P., "The Export Marketing Mix: An Examination of Company Experiences and Perceptions", Journal of Business Research, Vol. 2 (1974), No. 4 (October), pp447-452: a study of 227 US (Arkansas) firms (129 exporters and 98 potential exporters).
133.
Welch, L. S., and Wiedersheim-Paul, F., "Initial Exports - A Marketing Failure?", The Journal of Management Studies, Vol. 17 (1980), No. 4 (October), pp334-344: an analysis of 30 Australian firms (exporters, failed exporters and non-exporters.
134.
Wiedersheim-Paul, F., and Erland, O., "Technological Strategies and Internationalis- ation", in "Recent Research on the Internationalisation of Business: Proceedings from the Annual Meeting of the European International Business Association", Uppsala, Sweden, December 14-17, 1977, edited by Mattsson, L.-G., and Wiedersheim-Paul, F., Uppsala, 1979 (Acta Universitatis Upsaliensis), ppl 34-147: a study of medium- and large-sized firms having patents.
135.
Wiedersheim-Paul, F., Olson, Ch. H., and Welch, L. S., "Pre-export Activity: The First Step in Internationalisation", Journal of International Business Studies, Vol. 9 (1978), No. 1 (Spring/Summer); pp47-58: a theoretical model supported by empirical results of former studies.
136.
Withey, J. J., "Differences Between Exporters and Non-exporters: Some Hypotheses Concerning Small Manufacturing Business", American Journal of Small Business; Vol. 4 (Winter 1980), No. 3, pp29-37: a study of 357 US manufacturers trying to identify discriminating factors of (166) exporters and (191) non-exporters.
137.
Wind, Y., Dougals, S. P., and Perlmutter, H. V., "Guidelines for Developing International Marketing Strategies", Journal of Marketing, Vol. 37 (April 1973), ppl 4-23: a study developing four stages in the internationalisation process of firms.
138.
Wood, R. van, "Analysis of a Foreign Environment: the Importance of Foreign Environmental Decisions for Exporters and Potential Exporters", Ph.D. dissertation, University of Oregon, 1982: a study investigating in the influence of environmental factors on export behaviour using a sample of 132 exporters and 133 non-exporters in Oregon.
139.
Yaprak, A., "Empirical Study of the Differences Between Small Exporting and Non- exporting US Firms", International Marketing Review, Vol. 2 (1985), No. 2 (Summer), pp72-83: a study of discriminating 84 exporters from 44 non-exporters in the USA (Detroit area).
