Un modelo predictivo del comportamiento exportador de las pequeñas y medianas empresas: una aplicación al caso de Castilla-La Mancha
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Publicado
18-09-2018
María Jesús Ruiz Fuensanta
Resumen
Partiendo de una extensa revisión teórica, el objetivo de este trabajo es realizar un análisis más preciso de las diferencias existentes entre las empresas exportadoras en función del grado de compromiso asumido con el mercado internacional. Así, en primer lugar, se procede a identificar estos rasgos diferenciales mediante la
aplicación de técnicas no paramétricas a datos correspondientes a un conjunto de pequeñas y medianas empresas manufactureras, para posteriormente efectuar un análisis logístico a partir del cual construir un modelo clasificatorio.
Cómo citar
Ruiz Fuensanta, M. J. (2018). Un modelo predictivo del comportamiento exportador de las pequeñas y medianas empresas: una aplicación al caso de Castilla-La Mancha. Cuadernos De Gestión, 11(2), 89–110. https://doi.org/10.5295/cdg.100230mr
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Keywords
Comportamiento exportador, Manufacturas, Pequeñas y medianas empresas, Regresión logística, Test U de Mann Whitney
References
AABY, N.E. and SLATER, S.F. (1989): “Management influences on export performance: A review of the empirical literature 1978-1988”. International Marketing Review, Vol.6 No. 4, pp. 7-26.
ALI, A. and SWIERCZ, P.M. (1991): “Firm size and export behaviour: Lessons from the Midwest”. Journal of Small Business Management, April, pp. 71-78.
ALONSO, J.A. and DONOSO, V. (1996): “Obstáculos a la internacionalización y políticas públicas de promoción. El caso de España”. Papeles de Economía Española, No. 66, pp. 124-143.
ÁLVAREZ, R. (2007): “Explaining export success: firm characteristics and spillover effects”, World Development, Vol. 35, No. 3, pp. 377-393.
AXINN, C.N. (1988): “Export performance: Do managerial perceptions make a differences?”. International Marketing Review, Summer, pp. 61-71.
BAUERSCHMIDT, A., SULLIVAN, D. and GILLESPIE, K. (1985): “Common factors underlying barriers to export: Studies in the U.S. paper industry”. Journal of International Business Studies, Fall, pp. 111-123.
BODDEWYN, J.J. (1988): “Political aspects of MNE theory”. Journal of International Business Studies, Fall 1988, pp. 341-63.
BONACCORSI, A. (1992): “On the relationship between firm size and export intensity”. Journal of International Business Studies, Vol. 23 No. 4, p. 605-635.
BRUNNING, E.R. (1995): “Strategic positioning for export marketing development: The role of managerial attitudes, export development programmes and firm characteristics”. Journal of Strategic Marketing, Vol. 3, pp. 127-143.
BUISÁN, M. y ESPINOSA, E. (2007): “Una aproximación al perfil de la empresa española internacionalizada: datos y reflexiones”, Información Comercial Española, No. 839, pp. 9-21.
CADOGAN, J.W. et al. (2001): “Key antecedents to export market-oriented behaviours: a crossnational empirical examination”, International Journal of Research in Marketing, Vol. 18, pp. 261–282.
CALOF, J.L. (1993): “The impact of size on internationalization”. Journal of Small Business Management, October, pp. 60-69.
CALOF, J.L. (1994): “The relationship between firm size and export behaviour revisited”. Journal of International Business Studies, Second Quarter, pp. 367-387.
CAVUSGIL, S.T. (1984a): “Organizational characteristics associated with export activity”. Journal of Management Studies, Vol. 21 No. 1, pp. 3-22.
CAVUSGIL, S.T. (1984a): “Differences among exporting firms based on their degree of internationalisation”. Journal of Business Research, Vol. 12, pp. 195-208.
CAVUSGIL, S.T. and NAOR, J. (1987): “Firm and management characteristics as discriminators of export marketing activity”. Journal of Business Research, Vol. 15, pp. 221-235.
CAVUSGIL, S.T. and ZOU, S. (1994): “Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures”. Journal of Marketing, Vol. 58 January, pp. 1-21.
CHRISTENSEN, C.H., ROCHA, A. and GERTNER, R.K. (1987): “An empirical investigation of the factors influencing exporting success of Brazilian firms”. Journal of International Business Studies, Fall, pp. 61-77.
COOPER, R.G. and KLEINSCHMIDT, E.J. (1985): “The impact of export strategy on export sales performance”. Journal of International Business Studies, Spring, pp. 37-55.
CRICK, D. and CZINKOTA, M.R. (1995): “Export assistance. Another look at whether we are supporting the best programmes”. International Marketing Review, Vol. 12 No. 3, pp. 61-72.
CZINKOTA, M.R. and JOHNSTON, W.J. (1981): “Segmenting U.S. firms for export development”. Journal of Business Research, Vol. 9, pp. 353-365.
DENIS, J.E. and DEPELTEAU, D. (1985): “Market knowledge, diversification and export expansion”. Journal of International Business Studies, Fall, pp. 77-89.
DHANARAJ, C. and BEAMISH, P.W. (2003): “A resource-based approach to the study of export performance”, Journal of Small Business Management, Vol. 41 No. 3, pp. 242-261.
DIAMANTOPOULOS, A. and INGLIS, K. (1988): “Identifying differences between high- and low-involvement exporters”. International Marketing Review, Summer, pp. 52-60.
DICHTL, E., KOEGLMAYR, H.G. and MUELLER, S. (1990): “International orientation as a precondition for export success”. Journal of International Business Studies, First Quarter, pp. 23-40.
DIRECCIÓN TERRITORIAL DE COMERCIO DE TOLEDO (2007): “La economía internacional de Castilla-La Mancha”, Boletín Económico del ICE, No. 2928, pp. 3-30.
DOMINGUEZ, L.V. and SEQUEIRA, C.G. (1993): “Determinants of LDC exporters’ performance: a cross-national study”, Journal of International Business Studies, Vol. 24, No. 1, pp. 19-40.
ERRAMILLI, M.K. and RAO, C.P. (1993): “Service firms’ international entry-mode choice: A modified transaction-cost analysis approach”, Journal of Marketing, Vol. 57 July, pp. 19-38.
GENÇTÜRK, E.F. and KOTABE, M. (2001): “The effect of export assistance program usage on export performance: a contingency explanation”, Journal of International Marketing, Vol. 9, No. 3, pp. 51-72.
GRAY, B.J. (1997): “Profiling managers to improve export promotion targeting”. Journal of International Business Studies, second quarter, pp. 387-420.
GRISPRUD, G. (1990): “The determinants of export decisions and attitudes to a distant market: Norwegian fishery exports to Japan”, Journal of International Business Studies, Vol. 21, pp. 469-485.
HAIR, J., ANDERSON, R.E., TATHAM, R.L. and BLACK, W.C. (2000): Análisis multivariante. Madrid: Pearson Education.
HART, S.J., WEBB, J.R. and JONES, M.V. (1994): “Export marketing research and the effect of export experience in industrial SMEs”. International Marketing Review, Vol. 11 No. 6, pp. 4-22.
IBEH, K.I.N. (2003): “On the internal drivers of export performance among Nigerian firms: empirical findings and implications”, Management Decision, Vol. 41 No. 3, pp. 217-225.
JAVALGI, R., WHITE, D.S. and LEE, O. (2000): “Firm characteristics influencing export propensity: an empirical investigation by industry type”, Journal of Business Research, Vol. 47, pp. 217-228.
JOHANSON, J. and VAHLNE, J.E. (1977): “The internationalization process of the firm: A model of knowledge development and incremental commitments”. Journal of International Business Studies, Vol. 8, Spring-Summer, pp. 23-32.
JOHANSON, J. and VAHLNE, J.E. (1990): “The mechanism of internationalisation”. International Marketing Review, Vol. 7 No. 4, pp. 11-24.
JOYNT, P. and WELCH, L. (1985): “A strategy for small business internationalisation”. International Marketing Review, Autumn, pp. 64-73.
KATSIKEAS, C. (1996): “Ongoing export motivation: differences between regular and sporadic exporters”, International Marketing Review, Vol. 13 No. 2, pp. 4-19.
KATSIKEAS, C., PIERCY, N.F., and IOANNIDIS, C. (1996): “Determinants of export performance in a European context”, European Journal of Marketing, Vol. 30, No. 6, pp. 6-35.
KAYNAK, E., GHAURI, P.N. and OLOFSSON-BREDENLÖW, T. (1987): “Export behaviour of small Swedish firms”. Journal of Small Business Management, April, pp. 26-32.
KEDIA, B.L. and CHHOKAR, J. (1985): “The impact of managerial attitudes on export behaviour”. American Journal of Small Business, Fall, pp. 7-17.
KEDIA, B.L. and CHHOKAR, J. (1986): “Factors inhibiting export performance of firms: An empirical investigation”. Management International Review, Vol. 26 No. 4, pp. 33-43.
KENG, K.A. and JIUAN, T.S. (1989): “Differences between small and medium sized exporting and non-exporting firms: Nature or nurture”. International Marketing Review, Vol. 6 No. 4, pp. 27-40.
LAGES, L.F. and MONTGOMERY, D.B. (2005) : “The relationship between export assistance and performance improvement in Portuguese export ventures: An empirical test of the mediating role of pricing strategy adaptation”, European Journal of Marketing, Vol. 39 No. 7/8, pp. 755-784.
LEONIDOU, L. (1995) : “Export barriers: Non-exporters’ perceptions”. International Marketing Review, Vol. 12 No. 1, pp. 4-25.
LEONIDOU, L. and KATSIKEAS, C.S. (1996): “The export development process: An integrative review of empirical models”. Journal of International Business Studies, Vol. 27 No. 3, pp. 517-551.
MADSEN, T.K. (1988): “Successful export marketing management: Some empirical evidence”. International Marketing Review, Vol. 6 No. 4, pp. 41-57.
MIESENBOCK, K.J. (1988): “Small business and exporting: A literature Review”. International Small Business Journal, Vol. 6 No. 2, pp. 42-61.
MOEN, O. and SERVAIS, P. (2002): “Born global or gradual global? Examining the export behaviour of small and medium-sized enterprises”. Journal of International Marketing, Vol. 10 No. 3, pp. 49-71.
MORGAN, R.E. and KATSIKEAS, C. (1997): “Export stimuli: export intention compared with export activity”, International Business Review, Vol. 6, No. 5, pp. 477-499.
MORGAN-THOMAS, A. and JONES, M.V. (2009): “Post-entry internationalization dynamics”, International Small Business Journal, Vol. 27 No. 1, pp. 71-97.
NAIDU, G.M. y PRASAD, V.K. (1994): “Predictors of export strategy and performance of smalland medium-sized firms”, Journal of Business Research, Vol. 31, pp. 107-l 15.
NAUDÉ, W. and ROSSOUW, S. (2010): “Early international entrepreneurship in China: Extent and determinants”, Journal of International Entrepreneurship, Vol. 8 No. 1, pp. 87-111.
NUNNALLY, J.O. (1978): Psychometric Theory. New York: McGraw-Hill.
O’ROURKE, A.D. (1985): “Differences in exporting practices, attitudes and problems by size of firm”. American Journal of Small Business, Vol. 9 No. 3, pp. 25-29.
OVIATT, B.M. and MCDOUGALL, P.P. (1995): “Global Start-up’s: Entrepreneurs on a worldwide stage”. Academy of Management Executive, Vol. 9 No. 2, p 30-44.
PALLANT, J. (2002): SPSS Survival Manual. Buckingham: Open University Press.
PIERCY, N. (1981): “Company internationalisation: Active and reactive exporting”. European Journal of Marketing, Vol. 15 No. 3, pp. 26-40.
RETTAB, B., RAO, A. and CHARIF, H. (2009): “Why do Firms Venture in External Markets? The Case of Dubai”, International Research Journal of Finance and Economics, Vol. 29, pp. 146-159.
RICO, M.G. (2000): Factores determinantes del diseño organizativo de empresas internacionales. Cuadernos de Economía y Dirección de la Empresa, No. 7 Sep/Dic, pp. 401-418.
SAMIEE, S. and WALTERS, P.G.P. (2002): “Export education: perceptions of sporadic and regular exporting firms”, International Marketing Review. Vol. 19, No. 1, pp. 80-97.
SAMIEE, S., WALTERS, P.G.P. and DUBOIS, F.L. (1993): “Exporting as an innovative behavior: An empirical investigation”. International Marketing Review, Vol. 10 No. 3, pp. 5-25.
SOUCHON, A.L. and DIAMANTOPOULOS, A. (1997): “Use and non-use of export information: Some preliminary insights into antecedents and impact on export performance”. Journal of Marketing Management, Vol. 13, pp. 135-151.
SUÁREZ, S.M., ÁLAMO, F.R. and GARCÍA, J.M. (2002): “Determinantes organizativos y directivos de la actividad exportadora: Evidencia empírica en el sector vitivinícola español”. Cuadernos de Economía y Dirección de la Empresa, No. 13 Sep/Dic, pp. 519-543.
SVANTE, A. (2000): “The internationalisation of the firm from an entrepreneurial perspective”. International Studies of Management and Organization, Vol. 30, No. 1, p. 63-.
TARLETON, J.S., AND TESAR, G. (1982): “Comparison of Wisconsin and Virginia Small and Medium-sized Exporters”, Export Management in Czinkota, M., and Tesar, G. (ed), New York: Praeger.
TUPPURA, A. et al. (2008): “Linking knowledge, entry timing and internationalization strategy”, International Business Review, Vol. 17, pp. 473–487.
WALTERS, P.G. (1985): “A study of planning for export operations”. International Marketing Review, Autumn, pp.74-81.
WINKLHOFER, H. and DIAMANTOPOULOS, A. (1997): “Organizational aspects of export sales forecasting: An empirical investigation”. Journal of Strategic Marketing, Vol. 5, pp. 167-185.
WITHEY, J.J. (1980): “Differences between exporters and non-exporters: some hypotheses concerning small manufacturing business”. American Journal of Small Business, Vol. 4, Winter, pp. 29-37.
YANG, Y.S., LEONE, R.P. and ALDEN, D.L. (1992): “A market expansion ability approach to identify potential exporters”. Journal of Marketing, Vol. 56, January, pp. 84-96.
YAPRAK, A. (1985): “A empirical study of the differences between small exporting and nonexporting US firms”. International Marketing Review, Summer, pp. 72-83.
ALI, A. and SWIERCZ, P.M. (1991): “Firm size and export behaviour: Lessons from the Midwest”. Journal of Small Business Management, April, pp. 71-78.
ALONSO, J.A. and DONOSO, V. (1996): “Obstáculos a la internacionalización y políticas públicas de promoción. El caso de España”. Papeles de Economía Española, No. 66, pp. 124-143.
ÁLVAREZ, R. (2007): “Explaining export success: firm characteristics and spillover effects”, World Development, Vol. 35, No. 3, pp. 377-393.
AXINN, C.N. (1988): “Export performance: Do managerial perceptions make a differences?”. International Marketing Review, Summer, pp. 61-71.
BAUERSCHMIDT, A., SULLIVAN, D. and GILLESPIE, K. (1985): “Common factors underlying barriers to export: Studies in the U.S. paper industry”. Journal of International Business Studies, Fall, pp. 111-123.
BODDEWYN, J.J. (1988): “Political aspects of MNE theory”. Journal of International Business Studies, Fall 1988, pp. 341-63.
BONACCORSI, A. (1992): “On the relationship between firm size and export intensity”. Journal of International Business Studies, Vol. 23 No. 4, p. 605-635.
BRUNNING, E.R. (1995): “Strategic positioning for export marketing development: The role of managerial attitudes, export development programmes and firm characteristics”. Journal of Strategic Marketing, Vol. 3, pp. 127-143.
BUISÁN, M. y ESPINOSA, E. (2007): “Una aproximación al perfil de la empresa española internacionalizada: datos y reflexiones”, Información Comercial Española, No. 839, pp. 9-21.
CADOGAN, J.W. et al. (2001): “Key antecedents to export market-oriented behaviours: a crossnational empirical examination”, International Journal of Research in Marketing, Vol. 18, pp. 261–282.
CALOF, J.L. (1993): “The impact of size on internationalization”. Journal of Small Business Management, October, pp. 60-69.
CALOF, J.L. (1994): “The relationship between firm size and export behaviour revisited”. Journal of International Business Studies, Second Quarter, pp. 367-387.
CAVUSGIL, S.T. (1984a): “Organizational characteristics associated with export activity”. Journal of Management Studies, Vol. 21 No. 1, pp. 3-22.
CAVUSGIL, S.T. (1984a): “Differences among exporting firms based on their degree of internationalisation”. Journal of Business Research, Vol. 12, pp. 195-208.
CAVUSGIL, S.T. and NAOR, J. (1987): “Firm and management characteristics as discriminators of export marketing activity”. Journal of Business Research, Vol. 15, pp. 221-235.
CAVUSGIL, S.T. and ZOU, S. (1994): “Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures”. Journal of Marketing, Vol. 58 January, pp. 1-21.
CHRISTENSEN, C.H., ROCHA, A. and GERTNER, R.K. (1987): “An empirical investigation of the factors influencing exporting success of Brazilian firms”. Journal of International Business Studies, Fall, pp. 61-77.
COOPER, R.G. and KLEINSCHMIDT, E.J. (1985): “The impact of export strategy on export sales performance”. Journal of International Business Studies, Spring, pp. 37-55.
CRICK, D. and CZINKOTA, M.R. (1995): “Export assistance. Another look at whether we are supporting the best programmes”. International Marketing Review, Vol. 12 No. 3, pp. 61-72.
CZINKOTA, M.R. and JOHNSTON, W.J. (1981): “Segmenting U.S. firms for export development”. Journal of Business Research, Vol. 9, pp. 353-365.
DENIS, J.E. and DEPELTEAU, D. (1985): “Market knowledge, diversification and export expansion”. Journal of International Business Studies, Fall, pp. 77-89.
DHANARAJ, C. and BEAMISH, P.W. (2003): “A resource-based approach to the study of export performance”, Journal of Small Business Management, Vol. 41 No. 3, pp. 242-261.
DIAMANTOPOULOS, A. and INGLIS, K. (1988): “Identifying differences between high- and low-involvement exporters”. International Marketing Review, Summer, pp. 52-60.
DICHTL, E., KOEGLMAYR, H.G. and MUELLER, S. (1990): “International orientation as a precondition for export success”. Journal of International Business Studies, First Quarter, pp. 23-40.
DIRECCIÓN TERRITORIAL DE COMERCIO DE TOLEDO (2007): “La economía internacional de Castilla-La Mancha”, Boletín Económico del ICE, No. 2928, pp. 3-30.
DOMINGUEZ, L.V. and SEQUEIRA, C.G. (1993): “Determinants of LDC exporters’ performance: a cross-national study”, Journal of International Business Studies, Vol. 24, No. 1, pp. 19-40.
ERRAMILLI, M.K. and RAO, C.P. (1993): “Service firms’ international entry-mode choice: A modified transaction-cost analysis approach”, Journal of Marketing, Vol. 57 July, pp. 19-38.
GENÇTÜRK, E.F. and KOTABE, M. (2001): “The effect of export assistance program usage on export performance: a contingency explanation”, Journal of International Marketing, Vol. 9, No. 3, pp. 51-72.
GRAY, B.J. (1997): “Profiling managers to improve export promotion targeting”. Journal of International Business Studies, second quarter, pp. 387-420.
GRISPRUD, G. (1990): “The determinants of export decisions and attitudes to a distant market: Norwegian fishery exports to Japan”, Journal of International Business Studies, Vol. 21, pp. 469-485.
HAIR, J., ANDERSON, R.E., TATHAM, R.L. and BLACK, W.C. (2000): Análisis multivariante. Madrid: Pearson Education.
HART, S.J., WEBB, J.R. and JONES, M.V. (1994): “Export marketing research and the effect of export experience in industrial SMEs”. International Marketing Review, Vol. 11 No. 6, pp. 4-22.
IBEH, K.I.N. (2003): “On the internal drivers of export performance among Nigerian firms: empirical findings and implications”, Management Decision, Vol. 41 No. 3, pp. 217-225.
JAVALGI, R., WHITE, D.S. and LEE, O. (2000): “Firm characteristics influencing export propensity: an empirical investigation by industry type”, Journal of Business Research, Vol. 47, pp. 217-228.
JOHANSON, J. and VAHLNE, J.E. (1977): “The internationalization process of the firm: A model of knowledge development and incremental commitments”. Journal of International Business Studies, Vol. 8, Spring-Summer, pp. 23-32.
JOHANSON, J. and VAHLNE, J.E. (1990): “The mechanism of internationalisation”. International Marketing Review, Vol. 7 No. 4, pp. 11-24.
JOYNT, P. and WELCH, L. (1985): “A strategy for small business internationalisation”. International Marketing Review, Autumn, pp. 64-73.
KATSIKEAS, C. (1996): “Ongoing export motivation: differences between regular and sporadic exporters”, International Marketing Review, Vol. 13 No. 2, pp. 4-19.
KATSIKEAS, C., PIERCY, N.F., and IOANNIDIS, C. (1996): “Determinants of export performance in a European context”, European Journal of Marketing, Vol. 30, No. 6, pp. 6-35.
KAYNAK, E., GHAURI, P.N. and OLOFSSON-BREDENLÖW, T. (1987): “Export behaviour of small Swedish firms”. Journal of Small Business Management, April, pp. 26-32.
KEDIA, B.L. and CHHOKAR, J. (1985): “The impact of managerial attitudes on export behaviour”. American Journal of Small Business, Fall, pp. 7-17.
KEDIA, B.L. and CHHOKAR, J. (1986): “Factors inhibiting export performance of firms: An empirical investigation”. Management International Review, Vol. 26 No. 4, pp. 33-43.
KENG, K.A. and JIUAN, T.S. (1989): “Differences between small and medium sized exporting and non-exporting firms: Nature or nurture”. International Marketing Review, Vol. 6 No. 4, pp. 27-40.
LAGES, L.F. and MONTGOMERY, D.B. (2005) : “The relationship between export assistance and performance improvement in Portuguese export ventures: An empirical test of the mediating role of pricing strategy adaptation”, European Journal of Marketing, Vol. 39 No. 7/8, pp. 755-784.
LEONIDOU, L. (1995) : “Export barriers: Non-exporters’ perceptions”. International Marketing Review, Vol. 12 No. 1, pp. 4-25.
LEONIDOU, L. and KATSIKEAS, C.S. (1996): “The export development process: An integrative review of empirical models”. Journal of International Business Studies, Vol. 27 No. 3, pp. 517-551.
MADSEN, T.K. (1988): “Successful export marketing management: Some empirical evidence”. International Marketing Review, Vol. 6 No. 4, pp. 41-57.
MIESENBOCK, K.J. (1988): “Small business and exporting: A literature Review”. International Small Business Journal, Vol. 6 No. 2, pp. 42-61.
MOEN, O. and SERVAIS, P. (2002): “Born global or gradual global? Examining the export behaviour of small and medium-sized enterprises”. Journal of International Marketing, Vol. 10 No. 3, pp. 49-71.
MORGAN, R.E. and KATSIKEAS, C. (1997): “Export stimuli: export intention compared with export activity”, International Business Review, Vol. 6, No. 5, pp. 477-499.
MORGAN-THOMAS, A. and JONES, M.V. (2009): “Post-entry internationalization dynamics”, International Small Business Journal, Vol. 27 No. 1, pp. 71-97.
NAIDU, G.M. y PRASAD, V.K. (1994): “Predictors of export strategy and performance of smalland medium-sized firms”, Journal of Business Research, Vol. 31, pp. 107-l 15.
NAUDÉ, W. and ROSSOUW, S. (2010): “Early international entrepreneurship in China: Extent and determinants”, Journal of International Entrepreneurship, Vol. 8 No. 1, pp. 87-111.
NUNNALLY, J.O. (1978): Psychometric Theory. New York: McGraw-Hill.
O’ROURKE, A.D. (1985): “Differences in exporting practices, attitudes and problems by size of firm”. American Journal of Small Business, Vol. 9 No. 3, pp. 25-29.
OVIATT, B.M. and MCDOUGALL, P.P. (1995): “Global Start-up’s: Entrepreneurs on a worldwide stage”. Academy of Management Executive, Vol. 9 No. 2, p 30-44.
PALLANT, J. (2002): SPSS Survival Manual. Buckingham: Open University Press.
PIERCY, N. (1981): “Company internationalisation: Active and reactive exporting”. European Journal of Marketing, Vol. 15 No. 3, pp. 26-40.
RETTAB, B., RAO, A. and CHARIF, H. (2009): “Why do Firms Venture in External Markets? The Case of Dubai”, International Research Journal of Finance and Economics, Vol. 29, pp. 146-159.
RICO, M.G. (2000): Factores determinantes del diseño organizativo de empresas internacionales. Cuadernos de Economía y Dirección de la Empresa, No. 7 Sep/Dic, pp. 401-418.
SAMIEE, S. and WALTERS, P.G.P. (2002): “Export education: perceptions of sporadic and regular exporting firms”, International Marketing Review. Vol. 19, No. 1, pp. 80-97.
SAMIEE, S., WALTERS, P.G.P. and DUBOIS, F.L. (1993): “Exporting as an innovative behavior: An empirical investigation”. International Marketing Review, Vol. 10 No. 3, pp. 5-25.
SOUCHON, A.L. and DIAMANTOPOULOS, A. (1997): “Use and non-use of export information: Some preliminary insights into antecedents and impact on export performance”. Journal of Marketing Management, Vol. 13, pp. 135-151.
SUÁREZ, S.M., ÁLAMO, F.R. and GARCÍA, J.M. (2002): “Determinantes organizativos y directivos de la actividad exportadora: Evidencia empírica en el sector vitivinícola español”. Cuadernos de Economía y Dirección de la Empresa, No. 13 Sep/Dic, pp. 519-543.
SVANTE, A. (2000): “The internationalisation of the firm from an entrepreneurial perspective”. International Studies of Management and Organization, Vol. 30, No. 1, p. 63-.
TARLETON, J.S., AND TESAR, G. (1982): “Comparison of Wisconsin and Virginia Small and Medium-sized Exporters”, Export Management in Czinkota, M., and Tesar, G. (ed), New York: Praeger.
TUPPURA, A. et al. (2008): “Linking knowledge, entry timing and internationalization strategy”, International Business Review, Vol. 17, pp. 473–487.
WALTERS, P.G. (1985): “A study of planning for export operations”. International Marketing Review, Autumn, pp.74-81.
WINKLHOFER, H. and DIAMANTOPOULOS, A. (1997): “Organizational aspects of export sales forecasting: An empirical investigation”. Journal of Strategic Marketing, Vol. 5, pp. 167-185.
WITHEY, J.J. (1980): “Differences between exporters and non-exporters: some hypotheses concerning small manufacturing business”. American Journal of Small Business, Vol. 4, Winter, pp. 29-37.
YANG, Y.S., LEONE, R.P. and ALDEN, D.L. (1992): “A market expansion ability approach to identify potential exporters”. Journal of Marketing, Vol. 56, January, pp. 84-96.
YAPRAK, A. (1985): “A empirical study of the differences between small exporting and nonexporting US firms”. International Marketing Review, Summer, pp. 72-83.
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