Antecedents of the export decision – A case study approach

Sarah Demeulemeester, Céline Aerts, Rene Belderbos, Leo Sleuwaegen and Johan Bruneel

No 537745, Working Papers of Department of Management, Strategy and Innovation, Leuven from KU Leuven, Faculty of Economics and Business (FEB), Department of Management, Strategy and Innovation, Leuven

Abstract: The study examines the antecedents of the export decision with a particular focus of the role of the decision maker. The study reports on 19 cases of SMEs (small and medium sized enterprises), active in manufacturing industries and service sectors, in Flanders. Semi-structured interviews with the leading manager and export decision maker of SMEs, complemented by a survey of managerial characteristics, were used to analyze whether typical profiles of late and early exporters identified in the literature are observed in reality (‘pattern matching’). Based on a review of the literature, a framework was developed to characterize the profile of a SME that is expected to start exporting early in its life cycle, and brought in contrast with the profile of a late exporter . The framework takes service heterogeneity based on the degree of contact that is required with clients to deliver the service into consideration. A core role in the framework is given to the managers ‘global mindset, the way in which the manager reacts to push (reactive) and pull (proactive) factors, and how he or she deals with opportunities, and circumvents obstacles to internationalization.

Keywords: decision to export; international mindset; service heterogeneity; case study (search for similar items in EconPapers)
Date: 2015-03
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Published in Studie Steunpunt Internationaal Vlaanderen , volume 25

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Persistent link: https://EconPapers.repec.org/RePEc:ete:msiper:537745

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