Prediction of export intentions -- managing with structural characteristics?

Otto Andersen and Marjo-Riitta Rynning

Scandinavian Journal of Management, 1994, vol. 10, issue 1, 17-27

Abstract: This study focuses on the identification of potential exporters among non-exporting small- and medium-sized enterprises (SMEs). It is argued that directly observable variables could be used as a screening device in predicting which firms are likely to have export intentions. An exploratory study suggests that four variables -- domestic market coverage, number of product and customer groups, an orientation towards service or manufacturing, and the educational level of the CEO -- have considerable value in predicting export intentions. Implications for future research are discussed.

Keywords: Export; intentions; export; behaviour; export; development; process; internationalization; small-; and; medium-sized; enterprises (search for similar items in EconPapers)
Date: 1994
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