EXPORTING BY SMALL BUSINESSES: START-UP EFFECTIVENESS ISSUES

Philip D. Olson, Newell Gough and Donald W. Bokor
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Philip D. Olson: Department of Business, University of Idaho, USA
Newell Gough: Department of Management, Boise State University, USA

Journal of Enterprising Culture (JEC), 1997, vol. 05, issue 04, 341-353

Abstract: As a growth strategy, small businesses are increasingly seeking customers in foreign countries. Our knowledge about certain small business export concepts and relationships, however, is still fragmented. The purpose of this study is to empirically examine export start-up effectiveness issues for a set of small firms. Results indicate that sales measures, such as export intensity (export sales as a percent of total sales), were the most frequently used effectiveness criteria for the first year of exporting. This finding is important because in the literature export intensity has been criticised as an export effectiveness measure.

Date: 1997
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DOI: 10.1142/S021849589700020X

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