Studies have shown that lack of information can provide an obstacle in
firms’ endeavour to be competitive in overseas markets [1]. This study
provides empirical data that examines how managers of internationalizing UK firms
perceive the usefulness of overseas market information sources, their level of
utilization, plus perceptions of the types of data required. Findings are primarily
based on a postal survey of 446 firms. Also reported are selected findings from 20
in-depth interviews. Results establish that a high percentage of firms actively
utilize internal staff, agents, social contacts and the Internet in comparison with
other data sources in finding various types of information. Furthermore, the
interviews found that firms’ own websites provide reference points for
other businesses and this has resulted in many enquiries and orders for a relatively
large percentage of firms.
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