International Orientation as a Precondition for Export Success

Erwin Dichtl, Hans-Georg Koeglmayr and Stefan Mueller
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Erwin Dichtl: University of Mannheim
Hans-Georg Koeglmayr: University of Mannheim
Stefan Mueller: University of Mannheim

Journal of International Business Studies, 1990, vol. 21, issue 1, 23-40

Abstract: Every country, particularly if it depends on foreign trade to such a high degree as the Federal Republic of Germany, has a vital interest in exploiting all its export opportunities. The authors have developed a measurement concept focusing on the foreign orientation of business managers. Their empirical research suggests that as many as one-third of the small- and medium-sized firms with a primarily domestic focus in their country could be turned into successful exporters. The paper not only reveals obstacles to exporting as perceived by the managers of these companies, but also points to specific measures to improve the efficiency of existing export promotion programs.© 1990 JIBS. Journal of International Business Studies (1990) 21, 23–40

Date: 1990
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